Associate Channel Manager

Roles and Responsibilities :

Business Development :

1. Channel partner acquisition and activation :

- Build a pipeline of potential channel partners, sign them up, train and activate them. Work with the local sales team to quickly identify and recruit the channel partners.

2. School acquisition :

- Support the sales team by giving leads obtained from channel partners and ensure school sign up. Monitor and control productivity of channel partners and the sales team with the help of Regional Business Manager or Zonal Business Manager.

3. Develop Channel Strategy :

- Ensure that we have a good mix of channel partner demographics. Acquire a couple of established & renowned channel partners.

4. Collection :

- Collection of money due from channel partners on time.

5 . Channel Partner Relationship:

Manage and nurture relationships with the channel partners who have been activated, through various means of engagement.

6 . Reporting and Documentation :

a. Documentation :

Complete all documentation regarding channel partner sign up, collect advance amount as per policy and engage them as per the need.

b. Reporting :

Keep all reporting formats, CRM, documentation etc. updated on day-to-day basis.

- It's a high energy job which requires you to spend 70-80% of your time in the field.

7. KRA Distribution:

- Deal value through distribution - 40%

- Number of partners activated - 10%

- Tier movement from previous year to current year - 20%

- Collection from partners - 20%

- Regional team coordination - 10%

Qualifications & Experience :

1. A graduate from any stream; an MBA/PGDBM is preferable but not mandatory

2. Total 3-6 years of B2B selling experience and experience of channel management

3. Minimum 2 years Channel management experience esp. setting up from scratch would be ideal

4. Speaking local language is required

5. Working with books distributors is good to have

Skills Must Have :

- B2B/Concept selling

- Channel/distributor management

- Team work and collaboration - Should be able to work with other team member

- Collection of receivables- Should be able to collect the receivables from the customers based on agreed terms

- Problem Solving Skills- Should be able to identify roadblocks and find ways to navigate them.

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