Channel Sales Manager

Job Summary

• Oversee and manage wholesale operations across Tamil Nadu, ensuring smooth day-to-day functions and operational efficiency.
• Identify, onboard, and nurture relationships with distributors, dealers, and key trade partners.
• Optimize pricing, inventory, and order fulfillment to ensure seamless supply chain operations.
• Analyze market trends, sales performance, and competitor activity to refine strategies.
• Collaborate with cross-functional teams to enhance product availability and trade promotions.
• Lead, train, and motivate the sales team to achieve regional wholesale targets.
• Prepare and deliver detailed reports, sales forecasts, and performance analyses to senior management.

Key Performance Indicators

• Wholesale Sales Growth
• Order Fulfillment Rate
• Gross Margin
• Distribution Coverage
• Reorder Rate
• Order Lead Time (Days)

Industry Background

• Expertise in wholesale distribution, bulk sales management, and trade channel optimization.
• Strong understanding of retailer engagement and order fulfillment processes.
• Skilled in vendor negotiations, payment terms structuring, and Supply chain coordination.
• Familiar with both urban and rural wholesale markets, including distributor-led and direct supply models.
• Ability to drive revenue growth through promotions, trade schemes, and retailer loyalty programs.
• Strong financial acumen with experience in forecasting, P&L management, and cost control.

Behavioural competencies

• Key attributes include analytical thinking, independence, efficiency orientation, rational persuasion, and results orientation.

Functional Competencies

• Market Insights & Reporting
• Sales Forecasting
• Channel Expansion & Retailer Engagement
• Vendor & Distributor Relationship Management
• Negotiation & Deal Closing

Roles and Responsibilities

Strategic Planning and Execution

• Develop and execute strategic initiatives to drive wholesale sales, expand market presence, and capitalize on untapped opportunities.
• Craft competitive pricing strategies based on market trends and competitor analysis to maintain profitability.
• Identify new wholesale opportunities and partnerships to strengthen market positioning.
• Assist in the development of the annual sales and marketing plan, providing insights on market forecasts and sales promotion programs.

Vendor Management and Payment Handling

• Cultivate and sustain strong relationships with vendors to negotiate favourable terms, including cash discounts and timely product availability.
• Oversee upfront payment processes to ensure smooth cash flow and maintain financial discipline.
• Strategically manage vendor contracts to optimize costs, streamline supply chains, and enhance vendor satisfaction.
• Regularly evaluate and refine pricing and discount structures to align with market conditions.

Sales Volume Growth

• Drive significant sales volume growth by implementing effective wholesale management strategies and achieving regional performance targets.
• Regularly analyze sales metrics to identify improvement opportunities and launch initiatives to maximize revenue.
• Set territory/area-specific sales targets and ensure the team meets or exceeds these goals.

Promotions and Campaign Management

• Design and execute impactful promotional campaigns to boost sales and drive retailer participation.
• Collaborate with marketing teams to create compelling offers tailored for the wholesale segment.

Retailer Network Expansion

• Identify, engage, and onboard new wholesale partners to expand the retailer network and deepen market penetration.
• Build and nurture long-term relationships with retailers to drive loyalty, encourage repeat business, and sustain consistent growth.
• Develop targeted sales strategies to strengthen wholesale channel engagement.

Product Quality Assurance

• Uphold the companys quality standards by ensuring consistent quality of products distributed through wholesale channels.
• Conduct regular quality checks and swiftly address any concerns to maintain customer trust and satisfaction.

Inventory and Stock Distribution

• Oversee inventory management processes to maintain optimal stock levels and ensure timely product distribution.
• Streamline stock allocation to prevent overstocking or stockouts and maintain supply chain efficiency.
• Coordinate with internal teams to ensure seamless execution of operational processes.

Reporting and Insights

• Deliver detailed reports on sales performance, market trends, and operational metrics to senior leadership.
• Provide actionable insights to inform decision-making and improve wholesale strategies.

Team Development

• Lead, mentor, and develop the wholesale sales team through training, coaching, and performance management.
• Set clear sales targets and KPIs for the team, ensuring alignment with business objectives.
• Conduct regular field visits to observe sales performance and provide feedback.
• Foster a high-performance sales culture through continuous skill development and motivation.

Compliance and Standards

• Ensure strict adherence to company policies, industry regulations, and ethical standards across all wholesale operations.
• Promote transparency and accountability in dealings with vendors, retailers, and internal stakeholders.
• Maintain accurate documentation of all transactions, contracts, and agreements