Channel Sales Manager

Key Responsibilities

1. Territory Sales and Business Development

• Execute the territory sales plan and achieve assigned revenue, margin and collection targets.
• Identify new markets, customer segments and business opportunities.
• Build and maintain a healthy pipeline across channel, project, government, institutional and key-account opportunities.
• Meet customers regularly and manage opportunities through proposal, negotiation, order closure and payment.
• Maintain accurate sales forecasts, CRM records and market intelligence.

2. Channel Development and Management

• Develop and manage distributors, dealers, system integrators and other channel partners.
• Identify market gaps and recommend suitable partners for appointment.
• Expand channel coverage across priority cities and districts.
• Improve partner productivity, profitability and market reach.
• Drive primary and secondary sales through structured partner plans.
• Conduct regular reviews covering targets, pipeline, inventory, credit and collections.
• Undertake joint customer visits and train partners on products, applications and sales processes.
• Resolve channel issues and ensure adherence to Gunnebos commercial policies and operating processes.

3. Non-Banking and Jewellery-Market Development

• Build business beyond banking and NBFC customers.
• Develop opportunities across jewellery, retail, commercial establishments, industrial units, hospitals, hotels, educational institutions and government organisations.
• Build relationships with business owners, facility heads, security teams, purchase teams and other decision-makers.
• Develop relationships with jewellers, jewellery chains, bullion dealers and relevant trade associations.
• Position safes, vaults, strong rooms, lockers and advanced locking solutions according to customer security requirements.
• Generate references, repeat business and customer clusters in high-potential markets.
• Track non-banking pipeline, conversion and revenue contribution.

Prior knowledge of the jewellery market or established relationships within the jewellery ecosystem will be advantageous.

4. Direct Customer and Project Sales

• Meet end customers directly to understand their security requirements.
• Develop relationships with corporates, institutions, developers, contractors and strategic accounts.
• Manage opportunities from initial enquiry through solution development, techno-commercial proposal, negotiation and closure.
• Coordinate site visits, product demonstrations and technical presentations.
• Work with channel partners to convert and fulfil identified opportunities.
• Remain involved through delivery, installation, payment follow-up and customer closure.

5. GeM, Government and Tender Business

• Independently identify government, PSU and institutional opportunities.
• Regularly monitor GeM, state e-procurement portals and other tender sources.
• Assess technical eligibility, commercial conditions and submission requirements.
• Coordinate specifications, compliance documents, certifications, pricing and internal approvals.
• Prepare and submit complete bids within the required timelines.
• Manage tender clarifications, technical discussions, reverse auctions and commercial negotiations.
• Follow through on order documentation, execution, invoicing and payment collection.
• Maintain an updated tender tracker and document reasons for wins and losses.

6. Commercial Management and Collections

• Develop and grow strategic accounts within the territory.
• Lead customer negotiations within approved pricing and discount parameters.
• Protect margins, payment terms and company interests.
• Review credit requirements and commercial risks with the Regional Head.
• Monitor receivables and maintain the agreed DSO.
• Coordinate the resolution of customer complaints and commercial escalations.
• Ensure quotations, orders, invoices and payment records are accurate and complete.

7. Cross-Functional Coordination

• Work closely with Product, Marketing, Service, Finance, Supply Chain, Operations and Installation teams.
• Ensure customer commitments are commercially and operationally viable.
• Coordinate quotations, approvals, product availability, delivery, installation and service support.
• Keep customers and channel partners informed throughout the order cycle.
• Escalate risks early and follow through until resolution.

Candidate Profile

• 7 to 10 years of experience in channel sales, B2B sales, project sales, institutional sales or territory sales.
• Demonstrated experience managing distributors, dealers or system integrators.
• Proven direct engagement with end customers and key accounts.
• Experience developing new customer segments beyond an existing business base.
• Hands-on experience independently managing GeM, government tenders or institutional bids.
• Strong techno-commercial understanding and negotiation capability.
• Experience managing pricing, margins, credit, collections and channel-partner performance.
• Ability to manage the complete sales cycle from lead generation through order closure and payment.
• Strong communication, presentation, relationship-management and follow-through capabilities.
• Comfortable travelling extensively across the assigned territory.
• Experience in BFSI, government or jewellery markets will be relevant.