Deputy General Manager - Channel Sales

Job Description:

Key responsibilities

Design the channel

• Define partner segments, tiering, coverage and the commercial construct across target cities get Finance sign-off on payout economics before rollout.
• Build the operating system - empanelment criteria, onboarding, partner agreements, service levels and an exit path for non-performers.
• Build the partner value proposition and the engagement calendar that keeps practices active.

Build the network and the book

• Personally open the first set of marquee architect relationships and convert them into producing partners.
• Take the network from zero to an active, revenue-producing base own the funnel from identification to empanelment to first order.
• Carry the order book and gross sales value target forecast monthly, close the gap, and keep partner payouts, cost of acquisition and realisation inside approved bands.

Build and lead the team

• Hire, structure and lead the channel team across business development, empanelment and key account management.
• Set targets, review cadence and incentive plans coach the team on consultative selling to design professionals.
• Build the second line so the channel does not depend on any single relationship, including yours.

Govern

• Work with Design, Projects and Delivery so partner-sourced projects are executed to the standard the partner staked their name on.
• Report channel performance to leadership with clean numbers and specific asks

Must have
These are non-negotiable. Applications that don't demonstrate all five will not be shortlisted.

12-15+ years of overall experience, with a clear progression into channel or partner-led sales leadership.
2. Built a channel sales team and partner network from scratch - a 0-to-1 build, not inheriting one. A referral network, an empanelment programme, a franchise or FOFO model,
or a dealer and institutional partner ecosystem all count. Be ready to walk through what you started with, how many partners you signed, how long it took and what the channel
delivered.
3. Industry experience in real estate, home interiors, construction or building materials. Candidates outside these categories will not be considered, regardless of channel
pedigree.
4. Ownership of a revenue and P&L number at scale, with direct accountability for revenue, gross margin, partner payout and cost of acquisition.
5. Hired and led a multi-city field sales team, including structure, targets, incentives and review discipline.

Graduate degree required MBA or equivalent preferred. Willingness to travel across target markets.

Advantage

• A working relationship with the architect community. Having sold to or through architects and interior designers, and understanding how a practice makes a specification or referral decision, is the single strongest differentiator for this role.
• Specification-led selling in building materials, where the architect or consultant decides the brand before the buyer does.
• Experience in individual home building, turnkey interiors, or premium and HNI home segments.
• Experience running a franchise, FOFO, dealer or empanelment-style partner programme with tiering, certification and incentive mechanics.