Why Vianaar Homes We craft ultra-luxury holiday homes blending Portuguese-inspired architecture, modern comforts, and sustainable design. From our first 12-apartment project, we have delivered 1,000+ homes and are now expanding globally, creating high-end experiences across India and abroad.

Our hospitality arm, The Blue Kite, offers curated stays and seamless property management for homeowners while delivering unforgettable guest experiences.

Explore more: www.vianaar.com | www.thebluekite.com

Job Purpose

The AVP – Channel Sales will be responsible for driving revenue growth through a strong network of channel partners, UHNI clients, and affiliate networks. The role focuses on building and nurturing high-value relationships, developing partner engagement strategies, and ensuring alignment with Vianaar Homes hospitality-led and customer-centric sales approach.

As a key sales leader, the individual will be accountable for setting and achieving channel sales targets, enabling partner productivity, and ensuring compliance with brand standards. This position requires a balanced mix of strategic business development, operational execution, and team leadership to drive sustainable growth and strengthen Vianaar's premium market positioning.

Key Elements of the Role

1. Revenue Ownership

Deliver channel sales revenue targets for the assigned region.
Ensure consistent contribution of channel sales to overall business revenue.

2. Channel Partner Management

Identify, onboard, and nurture brokers, agents, and affiliate partners.
Build strong, trust-based relationships with key partners.
Design and implement incentive structures to maximize partner performance.

3. Strategy & Market Development

Develop and execute channel sales strategies aligned with business objectives.
Expand reach through new partner networks and innovative partnership programs.
Monitor competitor activities and adapt strategies to maintain competitive advantage.

4. Team Leadership (If Applicable)

Lead, mentor, and guide channel sales managers/associates.
Build a high-performance culture focused on partner engagement and sales excellence.

5. Process & Compliance

Ensure all channel sales align with company policies, pricing structures, and brand positioning.
Maintain high data accuracy in CRM systems for lead tracking and closures.

6. Collaboration & Alignment

Work closely with Sales Leadership, Marketing, and Customer Experience teams to ensure seamless execution.
Align partner communication and messaging with Vianaar's hospitality-led luxury positioning.

7. Reporting & Insights

Track and report partner performance, sales pipeline, and ROI of channel initiatives.
Provide quarterly insights to leadership on channel opportunities, risks, and market trends.

Key Result Areas (KRAs) & Expected Outcomes

Revenue Delivery

Achieve 100% of assigned channel sales targets and ensure channel sales contribute the agreed share to overall business revenue.

Channel Partner Development

Build and sustain a strong network of brokers, agents, and affiliates, ensuring 90% active partner engagement.

Partner Productivity & Engagement

Design and implement incentive programs that deliver 25% year-on-year growth in partner-driven conversions.

Market Expansion

Identify and onboard at least two high-potential channel partnerships per quarter to expand business reach and market presence.

Process & Compliance

Ensure zero violations of pricing, discounting, or brand policies and maintain 100% CRM data accuracy and tool adoption.

Client Experience via Partners

Ensure channel-driven sales deliver a seamless, hospitality-led client experience, achieving 90% positive customer feedback.

Team Leadership

Mentor the channel sales team so that at least 85% of members achieve their targets, while developing one team member annually for leadership progression.

Reporting & Insights

Deliver accurate monthly performance reports and provide quarterly strategic insights on channel opportunities, risks, and competitive trends.

Educational Qualifications

Bachelor's degree in Business Administration, Marketing, or a related field from a recognized institute.
MBA/PGDM in Sales or Marketing from a Tier I/II institute preferred.

Experience – Essential

8–15 years of experience in channel sales management within real estate, luxury housing, or allied industries (hospitality, travel, lifestyle, or premium retail).
Proven track record in onboarding, managing, and scaling sales through channel partners and brokers.
Hands-on experience with CRM systems, sales tools, lead management platforms, and digital sales systems.
Experience managing multi-region channel networks and consistently delivering revenue targets.

Experience – Desired

Prior experience in luxury holiday homes, premium hospitality, or NRI/HNI-focused sales.
Understanding of global best practices in channel partner management.
Established network of brokers, real estate consultants, and premium sales partners across India and international markets.

AVP - Channel Sales