AVP - Channel Sales

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

• 815 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.