GM – Channel Marketing

Dr Lal PathLabs; Gurugram District; On-site; INR 1,500,000 - 1,900,000; Full time

Job summary

Dr Lal PathLabs seeks a seasoned Channel Sales Head to drive revenue from B2B/B2C partner ecosystems across India. You will lead partner onboarding, develop channel strategies, and oversee ROI, SLA compliance, and NPS, while collaborating with sales heads on GTM and activation programs.

The role requires 10–12 years of experience, an MBA, and a proven track record in franchise/retail/distributor management, with a focus on tech-enabled partner programs.

Qualifications

• MBA from a reputed business school.
• Minimum of 5 years of experience dealing with franchisee/retail/distributors business management.

Responsibilities

• Drive revenue from channel partners nationwide and optimize channel ROI.
• Define and implement partner engagement programs to improve NPS and ROI.
• Lead channel development, onboarding, and annual activation roadmaps across tiers and rural cities.

Skills

Channel management

Partner engagement

Sales strategy

Team leadership

Digital transformation

Education

MBA

Tools

Partner portal

AI/ML engine

Google My Business

Job description

Drive revenue from the B2C/B2B ecosystem of Channel Partners nationwide. Continuously work on the digital transformation journey, improve existing products, or build new products for partners. Introduce new models of channel development & engagement. Overall responsible for channel-wise sales revenue, partner ROI, service to partners & NPS.

• Introduce new digital technologies to scale the partner channel ecosystem & Operations
• Digitally transform the current processes and ways of working like partner portal, digital onboarding, corporate portal etc.
• Define and implement channel segmentation, value proposition & acquisition strategy
• Conduct in-depth research to identify new market opportunities and consumer preferences to run a geo-based expansion strategy for the franchise channel

Partner Management & Engagement:

• Responsible for key channel metrics for partner management like revenue, ROI, partner SLA management, compliance, partner training & channel NPS
• Defining & driving engagement programs for B2B & B2C channel partners to improve operational efficiency
• Closely work with Sales Heads on the GTM and Channel Activation Strategy and roll out channel-wise activation programs to drive sales
• Run Special Key Account Management programs for top clients
• Define and monitor Key partner performance KPIs like NPS, store operations, brand guidelines, compliance, complaints, etc.
• Driving productivity of channels (B2C & B2B) via different business propositions & programs

Partner Development

• Onboard new partners and responsible for creating and implementing post-onboarding partner success journey
• Use digital properties given to franchise for enabling DIY marketing tools like partner portal, AI/ML recommendation engine usage, OBD, GMB, SNS
• Staging the channel partners in different buckets basis the aging of the channel partners & defining the growth plan through market support for each category, like Matured Vs Maturing Vs. newly onboarded
• Building new avenues for growth, sustaining the existing ones, and responsible for bringing in revenues for franchise partners
• Ensure the benchmark level of skilling of the partner & its employees
• Design and execute annual channel activation roadmap across tier 1/ 2/ 3 & rural cities.
• Budget management and promotional spending to maximize ROI and budget efficiency
• Hire, develop, coach, and lead successful team leaders with high-quality personnel to deliver profitable growth
• Motivate & mentor diverse team to achieve key performance targets
• Experience: 10 to 12 years
• Qualification Background: MBA from a reputed business school
• Prior Experience/Background: Minimum of 5 years of experience dealing with franchisee/retail/distributors business management.
• Experience in designing and implementing tech-enabled partner management programs.
• Preferred Industry: QSR, Retail, Telecom, Tyre, Consumer Durables, FMCG, etc.