Channel Development Manager

Role & responsibilities

About the Role:

We are seeking an experienced and result-oriented Channel Marketing Manager to expand and strengthen our channel partner ecosystem for Machinery Finance solutions catering to SME/MSME customers. The role will be responsible for developing new business partnerships, managing existing channel relationships, generating quality business leads, and driving disbursement growth through a robust channel network.

Key Responsibilities:

Channel Network Expansion

• Identify, onboard, and develop new channel partners across assigned geographies.
• Build a strong referral ecosystem comprising:
• OEMs (Original Equipment Manufacturers)
• Machinery Manufacturers
• Dealers and Distributors
• Chartered Accountants and Tax Consultants
• Raw Material Suppliers
• Industry Associations and Business Influencers serving SME/MSME customers
• Develop strategic partnerships to generate sustainable business opportunities.

Relationship Management

• Maintain strong and long-term relationships with existing channel partners.
• Conduct regular partner meetings, training sessions, and engagement activities.
• Act as the single point of contact for channel partners and resolve their queries promptly.
• Ensure high partner satisfaction and retention.

Business Development

• Drive lead generation and business sourcing through channel partners.
• Work closely with sales teams to maximize lead conversion and disbursement.
• Monitor partner-wise productivity and formulate strategies to improve performance.
• Support channel partners with product knowledge, sales tools, and market insights.

Market Intelligence

• Track competitor activities, market trends, and emerging channel opportunities.
• Gather customer and partner feedback to improve products and processes.
• Identify new market segments and business opportunities within the SME/MSME ecosystem.

Reporting & Performance Management

• Track channel partner performance through regular MIS and productivity reports.
• Analyze business volumes, lead conversion ratios, and partner profitability.
• Present periodic business updates and channel performance reports to management.

Preferred candidate profile

• Graduate in any discipline; MBA/PGDM in Marketing or Finance preferred.
• 5-10 years of experience in Channel Sales, Channel Development, Relationship Management, or Business Development within NBFCs, Banks, Equipment Finance, Commercial Vehicle Finance, or SME Lending.
• Strong network within OEMs, machinery dealers, distributors, CAs, consultants, and SME/MSME ecosystems.
• Good understanding of Machinery Loans, Equipment Finance, LAP, or SME/MSME lending products.
• Excellent communication, negotiation, and stakeholder management skills.
• Willingness to travel extensively across assigned regions.