Head Channel Marketing

Drive revenue over 2000 Crore from the B2C/B2B ecosystem of Channel Partners across the entire country.

Continuously work on Digital transformation journey improve existing products or build new

products for partners. Introduce new models of channel development & engagement.

Overall responsible for channel wise sales revenue, partner ROI, service to partner & NPS.

Channel Development

• Introduce new digital technologies to scale the partner channel ecosystem &

Operations

• Digitally transform the current processes and ways of working like partner portal,

digital onboarding, corporate portal etc.

• Develop new channel management models like Master Franchise, Rural franchise, Key

Accounts etc.

• Define and implement channel segmentation, value proposition & acquisition strategy

• Conduct in-depth research to identify new market opportunities and consumer

preferences to run Geo-based expansion strategy for the franchise channel

Partner Management & Engagement:

• Responsible for key channel metrics for partner management like revenue, ROI,

partner SLA management, compliance, partner training & channel NPS

• Defining & driving engagement program for B2B & B2C channel partners to improve

operational efficiency

• Closely work with Sales Heads on the GTM and Channel Activation Strategy and roll

out channel wise activation programs to drive sales

• Run Special Key Account Management programs for top clients

• Define and monitor Key partner performance KPIs like NPS, store operations, brand

guideline, compliance, complaints etc.

• Driving productivity of channels (B2C & B2B) via different business propositions &

programs

Partner Development

• Onboard new partners and responsible for creating and implementing post onboarding

partner success journey

• Use digital properties given to franchise for enabling DIY marketing tools like partner

portal, AI/ML recommendation engine usage, OBD, GMB, SNS

• Staging the channel partners in different buckets basis the aging of the channel partners

& defining the growth plan through market support for each category, like Matured Vs

Maturing Vs. newly onboarded

• Building new avenues for growth, sustaining the existing ones and responsible in

bringing in revenues for franchise partners

• Ensure the benchmark level of skilling of the partner & its employees

Channel Activation:

• Design and execute annual channel activation roadmap across tier 1/ 2/ 3 & rural cities.

• Budget management and promotional spending to maximize ROI and budget efficiency

People management

• Hire, Develop, Coach and Lead successful team leaders with high-quality personnel to

deliver profitable growth

• Motivate & Mentor diverse team to achieve key performance targets

Experience: 10 to 12 years

• Qualification Background: MBA from a reputed business school

• Prior Experience/Background: Minimum of 5 years of experience dealing with

franchisee/retail/distributors business management.

• Experience in designing and implementing tech enabled partner management programs.

• Preferred Industry: QSR, Retail, Telecom, Tyre, Consumer Durables, FMCG, etc.

• Stint in sales is preferred

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