Sr. Manager/Manager - Channel Development

Kirloskar Brothers Limited; Pune District; On-site; INR 1,500,000 - 2,200,000; Full time

Job summary

Kirloskar Brothers Limited in Pune seeks an experienced Channel Development professional to expand the channel network and onboard new partners. You will drive the Channel AOP, digitize processes, and coordinate with IT to improve efficiency.

With 9–12 years in channel development, you will lead regional network growth, train partners, and ensure achievement of sales targets through strategic initiatives and performance monitoring.

Qualifications

• 9–12 years of relevant experience in channel development & management.
• Bachelor's degree in Mechanical or Electrical engineering; MBA in Marketing preferred.
• Experience in expanding distribution networks and achieving sales targets.

Responsibilities

• Drive and execute the Channel Annual Operating Plan (AOP).
• Identify opportunities and expand the distribution network.
• Assessments and evaluations for onboarding new channel partners.
• Drive and monitor channel development projects.
• Lead regional teams on network and business development in focus geographies.
• Design and digitise departmental business processes with IT collaboration.
• Achieve primary sales targets via secondary network expansion and enablers activities.
• Monitor dealer performance, analyze gaps, and implement corrective actions.
• Train channel partners on KBL products, systems, and processes.
• Handle channel feedback and escalate critical issues for resolution.
• Support audits and close observations.

Skills

Channel development

Partner onboarding

Sales strategy

Project management

Digitalization

Education

Bachelors in Engineering

MBA in Marketing

Job description

Role & responsibilities

Summary / Purpose of the role

Responsible for identifying opportunities to expand the channel network. Conduct assessments and evaluations for onboarding new channel partners. Driving special projects. The role also involves monitoring business performance, conducting audits, engagement activities, resolving channel escalations, and driving process digitalization initiatives.

Key Responsibilities

• Driving and execution of the Channel Annual Operating Plan (AOP)
• Identify opportunities and expand the distribution network
• Conduct assessments and evaluations for onboarding new channel partners
• Drive and monitor channel development projects
• Drive regional teams on network and business development in specific focus geographies
• Design and digitise departmental business processes, in collaboration with IT team
• Drive achievement of primary sales targets through secondary network expansion and enablers activities
• Monitor dealer business performance, analyze gaps, and implement corrective actions to achieve objectives
• Train channel partners on KBL products, systems, and processes to enhance channel performance
• Handle channel feedback effectively and escalated critical issues for timely resolution
• Support audits and ensure timely closure of observations and findings

Preferred candidate profile

9 - 12 years of relevant experience, with minimum 6 years in channel development & management.

Bachelors degree in engineering (Mechanical/Electrical preferred) + MBA in Marketing