Senior Channel Management

The Role:

We are seeking a leader to own the end-to-end return channel for a large-scale Recykal programme — from channel strategy and network design to partner onboarding, state- wide activation, scale-up and steady-state performance — as the single point of accountability for coverage, return rates, partner economics and channel compliance.

Core Mandate

• The state-wide return channel against coverage, return-rate and cost targets
• Channel commercials, partner economics and channel P&L
• A dense network of retailers, collection points and channel partners
• Building, leading and growing the channel team from launch to steady state

Key Responsibilities

Channel Strategy and Network Design

• Own the state-wide channel blueprint and format mix
• Drive district-wise network activation and coverage
• Set outlet density and footprint targets by zone

Partner Acquisition and Engagement

• Lead large-scale retailer and partner onboarding
• Run partner training, SOPs and recognition programmes
• Engage retail associations, trade bodies and key accounts

Channel Operations and Reconciliation

• Align pickups and container flow with Operations
• Own deposit and refund reconciliation with partners
• Enforce fraud control and leakage prevention

Channel Commercials and Partner Economics

• Own the channel P&L, handling fees and incentives
• Negotiate partner agreements and SLAs
• Drive cost per return down as volumes scale

People Leadership

• Build and lead a high-performing channel team
• Set roles, targets and reviews for zonal and district leads
• Build succession depth within the team

Channel Performance and Adoption

• Track return rates, outlet activation and refund turnaround times
• Drive partner adoption of Recykal's digital tools
• Use field data to fix friction points in the return channel

Success Metrics

• Return network activated across all planned districts
• Return rate and collection coverage targets met
• Channel run within budget and cost per return
• Zero leakage, clean partner reconciliation and audit readiness
• A self-sustaining channel team running steady-state operations

Experience Required

• 12–16 years of overall experience, including at least 5 years leading large, multi-layered channel networks
• Proven track record of building or scaling retail and distribution networks from the ground up
• Background in FMCG, beverages, alcobev, telecom or other distribution-heavy sectors
• Exposure to EPR, reverse logistics or circular economy programmes is a strong plus
• Fluent in Tamil and English, both spoken and written

Leadership Traits We Value

• Channel Building at Scale
• Partner Influence
• Commercial Acumen
• Execution with Discipline
• Data-Driven Judgement

Why This Role

• Build a large-scale return channel from the ground up
• Real ownership of a state-scale channel and its economics
• Work at the intersection of retail, technology and ground operations
• Create direct environmental and behavioural impact