National Head of Trade Channel Development

adani capital pvt ltd; Ahmedabad District; On-site; INR 3,000,000 - 6,000,000; Full time

Job summary

Adani Capital Pvt Ltd seeks a National Head – Trade Channel Development to lead strategic market expansion, channel optimization, and sales growth across regions in India. The role focuses on formulating market entry plans, partnerships with key industry players, and driving digital sales initiatives.

The position requires strong PMO experience, a decade in sales/market development, and deep knowledge of channel dynamics.

Qualifications

• MBA or equivalent degree in business administration, marketing, or related field.
• Extensive PMO experience and 10+ years in sales and market development.
• Strong understanding of sales strategies, market dynamics, and channel management methodologies.

Responsibilities

• Provide strategic leadership for trade channel development and market expansion.
• Set regional sales targets and monitor performance across markets to ensure growth targets.
• Develop and refine channel strategies with dealers and partners, resolving conflicts and ensuring smooth operations.
• Oversee projects related to market expansion, capacity utilization, and digital transformation of sales platforms.
• Collaborate with cross-functional teams to ensure governance and ethical standards in sales activities.
• Lead and mentor a high-performing sales and market development team to drive revenue growth.

Education

MBA / Master's in Business Administration

Job description

National Head – Trade Channel Development

Responsibilities Strategic Leadership and Expansion Formulate and implement strategies to ensure maximum utilization of increasing production capacity, balancing supply and demand effectively. Identify new markets for entry and create detailed market penetration plans, including geographic expansion and new customer segments.

Market Development

Conduct comprehensive market analysis to understand regional demand trends, competitor activities, white spaces, and customer preferences. Establish strategic partnerships with key industry players, including construction companies, government bodies, and large-scale infrastructure projects.

Sales Management

Set sales targets for different regions and market segments in alignment with the expanding capacity. Implement robust sales performance monitoring systems to track progress and identify areas for improvement.

Channel Management

Collaborate with the Head Channel Management & Micro Markets to develop and refine channel strategies, ensuring a balanced and efficient dealer network. Strengthen relationships with existing dealers and identify new dealer partners to enhance market reach. Implement mechanisms to resolve channel conflicts and ensure smooth operations.

Project Management

Oversee the planning and execution of strategic projects, particularly those related to market expansion and capacity utilization. Establish governance frameworks and best practices for project management, ensuring projects are delivered on time and within budget.

Innovation and Digital Transformation

Oversee the development and implementation of digital sales platforms and streamline sales processes. Utilize advanced data analytics to gain insights into customer behaviour and market trends, driving data-driven decision-making.

Risk Management

Work closely with the Specialist Credit & Risk to develop and implement robust credit policies, ensuring financial stability while expanding sales. Continuously assess market risks, including economic downturns, regulatory changes, and competitive pressures.

Team Leadership and Development

Lead, mentor, and develop a high-performing sales and market development team, fostering a culture of excellence and accountability. Foster an engaging and motivating work environment, encouraging innovation and collaboration among team members.

Commercial Acumen

Drive commercial success by contributing to the development and implementation of strategies that enhance revenue and market position. Identify and leverage new business opportunities to maximize organizational growth.

Compliance with Legal and Regulatory Standards

Ensure adherence to all relevant laws, regulations, and corporate policies within Sales & Marketing. Conduct regular compliance audits to monitor adherence to legal and regulatory standards. Prepare and submit detailed compliance reports to senior management, highlighting areas of concern and improvement.

Corporate Governance

Establish a clear framework for ethical decision-making within the department, providing guidance on ethical dilemmas. Ensure departmental activities align with corporate governance principles and organizational values. Set up mechanisms for reporting unethical behaviour, ensuring issues are addressed promptly and fairly.

Ethical Standards

Use ethical reasoning to guide decisions, considering the broader impact on the organization and stakeholders. Ensure all communications, both verbal and written, reflect the organization’s commitment to integrity and ethics.

Ethics and Governance Integration

Ensure that ethical guidelines are integrated into all aspects of departmental planning and operations. Align departmental activities with the organization’s governance framework, ensuring compliance with established policies. Establish accountability measures to ensure adherence to governance and ethical standards across the department.

Innovation and Continuous Improvement

Promote a culture of innovation by encouraging team members to propose new ideas and approaches. Pilot new technologies and approaches to determine their effectiveness and scalability within the department. Implement feedback mechanisms to gather insights and make iterative improvements to processes and practices.

Internal Controls and Risk Management

Develop and implement robust internal control systems to safeguard against financial and operational leakages. Conduct comprehensive risk assessments to identify potential threats to departmental operations. Monitor internal controls through regular audits and reviews, ensuring compliance and effectiveness.

Policy Adherence and Development

Implement and enforce organizational policies to maintain consistency and alignment with corporate objectives. Contribute to policy development by providing feedback and insights from departmental operations.

Internal Stakeholders

Chief Sales & Marketing Officer Head Channel Management & Micro Markets Cluster Manager - Channel Management Channel Relationship Manager CSO External Stakeholders Industry Partners Sales Promoters Dealers Government and Regulatory Bodies

Qualifications

Educational Qualification Master's degree/ MBA in Business Administration, Marketing, or a related field. Work Experience (Range of years) 10+ years in sales and market development with extensive PMO experience. Industry Knowledge Strong understanding of sales strategies, market dynamics, and project management methodologies in channel sales setup.