Channel Sales Manager
JOB DESCRIPTION
| Date: |
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| Name of the Position: | Channel Sales Manager |
| Division/department: | Sales & Marketing |
| Reporting to (title): | Head – Product Marketing |
| Location: | Delhi NCR/ Mumbai/ Pune/ Bengaluru |
Role Summary: The Channel Sales Manager is a key role responsible for managing and expanding our sales channels and partnerships. This role involves developing and executing channel sales strategies, building and maintaining strong relationships with partners, and driving revenue growth through indirect sales channels.
Key responsibilities:
- Develop and execute channel strategy to identify, recruit, and onboard new distributors and resellers in assigned territories or market segments
- Establish and maintain strategic partnerships with key channel partners, fostering long-term relationships built on mutual growth and profitability
- Conduct regular business reviews with channel partners to assess performance, identify improvement opportunities, and support their growth initiatives
- Design and implement channel incentive programs, promotional campaigns, and marketing initiatives to drive partner engagement and end-user sales
- Provide training and technical support to channel partners on products, solutions, and sales techniques to enhance their capability and performance
- Monitor channel performance metrics, sales forecasts, and inventory levels; develop action plans to address shortfalls and capitalize on opportunities
- Collaborate with sales, marketing, and product teams to ensure channel partners have access to sales tools, marketing materials, and product information
- Manage channel conflict resolution and maintain fair pricing and territory policies across the distribution network
- Forecast channel revenue and market demand; provide regular reporting on channel performance to senior management
- Support tender opportunities, large deals, and strategic accounts through direct engagement with channel partners
Key Performance Indicators:
- Channel revenue growth (year-over-year percentage and absolute targets)
- Number of new channel partners recruited and onboarded
- Partner performance against sales targets and market share goals
- Partner satisfaction and retention rates
- Inventory turns and channel health metrics
- Forecast accuracy and pipeline management
- Successful execution of channel programs and promotional campaigns
Requirements:
- Bachelor’s in mechanical engineering. MBA will be an Addon
- Minimum 5-7 years of experience in channel management, distributor sales
- Proven track record of successfully recruiting, developing, and managing distribution networks
- Strong understanding of distribution channels, wholesale operations, and supply chain management
- Experience in the Material Handling Industry would be preferred
- Excellent negotiation, communication, and relationship management skills
- Demonstrated ability to analyse data, develop strategic plans, and make data-driven decisions
- Proficiency with CRM systems and sales analytics tools
- Willingness to travel up to 30-40% of the time to support channel partners and business development
We are the ASSA ABLOY Group
Our people have made us the global leader in access solutions. In return, we open doors for them wherever they go. With nearly 63,000 colleagues in more than 70 different countries, we help billions of people experience a more open world. Our innovations make all sorts of spaces – physical and virtual – safer, more secure, and easier to access.
As an employer, we value results – not titles, or backgrounds. We empower our people to build their career around their aspirations and our ambitions – supporting them with regular feedback, training, and development opportunities. Our colleagues think broadly about where they can make the most impact, and we encourage them to grow their role locally, regionally, or even internationally.
As we welcome new people on board, it’s important to us to have diverse, inclusive teams, and we value different perspectives and experiences.
