Zonal Manager - Channel Development Management

Kirloskar Brothers Limited; Kolkata District, Pune District; On-site; INR 2,500,000 - 3,500,000; Full time

Job summary

Kirloskar Brothers Limited seeks an experienced Assistant General Manager / Senior Manager (SPB Primary Network) to expand the primary distribution network across defined geographies. You will identify untapped markets, onboard channel partners, and drive growth in collaboration with the Sales team.

The role emphasizes dealer audits, performance reviews, and enabling secondary networks. Travel up to 20-25 days per month and lead zonal initiatives with cross-functional stakeholders.

Qualifications

• Bachelor's degree in engineering with mechanical/electrical preference and MBA in marketing preferred.
• Experience in channel management and business development 12–15 years with at least 5 years in channel management.
• Strong leadership, stakeholder management, and data-driven decision making.

Responsibilities

• Identify opportunities and expand the primary distribution network.
• Scout prospects, onboard channel partners, and drive growth via secondary networks.
• Lead zonal business development initiatives and collaborate with Sales team.
• Train and evaluate dealers; monitor performance metrics and conduct audits.
• Travel across geography up to 20–25 days per month.

Skills

Deep understanding of distribution

Channel Network Expansion

Leadership and people mgmt

Data-driven decision making

Relationship management

Education

Bachelor's Degree in Engineering

MBA in Marketing

Job description

KBL JOB DESCRIPTION

Basic Information

Position Title /Designation

Assistant General Manager / Senior Manager (SPB Primary Network)

Function / Department

Channel Development & Management (CDM)

Grade/Level

D / E

Location

Zone: Pune/Kolkata

Reports to

As per Structure

Education requirement

Bachelors Degree in Engineering (Mechanical/Electrical preferred) + MBA in Marketing (preferred)

Key Skills & Competencies

• Deep understanding of distribution business
• Channel Network Expansion & Business Development
• Leadership and people management
• Ability to analyse data for decision-making & process centric approach
• Relationship management and stakeholder engagement

Soft Skills Requirement

• Language Preferred:

Pune: Marathi, English, Kolkata: Bengali, Hindi, English,

• Communication Skills, Presentation Skills; Negotiation Skills
• Proficiency in MS Excel, PowerPoint, and business processes

Experience Preferred

12~15 years of relevant experience, with minimum 5 years in channel management & business development

Summary /Purpose of the role

Responsible for expanding primary network by identifying untapped geographies and on boarding high-potential channel partners. Conducts performance evaluations and audits of existing dealers, recommending corrective actions. Supports dealer growth through secondary network development and enablers activities in collaboration with Sales team. Leads zonal initiatives in alignment with cross functional stakeholders.

Key Responsibilities

• Identify opportunities and expand the primary distribution network
• Scout potential prospects, pitch for dealerships, evaluate and on-board channel partners
• Drive achievement of primary sales targets through secondary network expansion and enablers activities
• Shoulders zonal business development initiatives.
• Individual Contributor Role to identify, develop and nurture the market with the support of Sales Team members
• Deploy marketing tools and resources
• Monitor business performance metrics and ensure consistent growth
• Managing Dealer meets, business reviews, and engagement initiatives
• Train Channel partners on KBL products, systems, and processes
• Track market movements and share insights with relevant stakeholders
• Shoulder Chanel escalations & Feedback
• Channel Partner Audits
• Extensive traveling across the Geography given to handle which may extend from 20 – 25 days in a month.Role & responsibilities

Preferred candidate profile