Job Description Job Description: Channel Manager – Echo Business
n Location: Bangalore
n Role Overview: We are looking for a Channel Manager – Echo Business to expand our Echocardiography/Ultrasound distributor network across India. Based in Bangalore, your primary focus will be to hunt, evaluate and onboard high-performing distributors as strategic Channel Partners. In this role, you will drive top-of-funnel lead generation through channel partners and hand off Sales Qualified Leads (SQLs) to Zonal Managers for conversion and closure.
n Key Roles & Responsibilities:
n n Distributor Onboarding & Channel Hunting (Primary Mandate)
n n n Proactively identify, target and recruit high-potential distributors and dealers within the Ultrasound/Echo domain across key pan-India territories.
n Evaluate partner capabilities, financial standing, market reach and reputation.
n Negotiate agreements and build value propositions that motivate partners to prioritize our products.
n Develop joint business plans with newly onboarded partners, setting clear sales targets, expectations and enablement strategies.
n n 2. Lead Generation & Funnel Development
n n Leverage channel partner networks to drive consistent top-of-funnel demand generation for the Echo product line.
n Systematically qualify leads generated through the channel network and hand off high-intent Sales Qualified Leads (SQLs) to Zonal Sales Managers (ZMs) for execution, product demonstrations and closure.
n Maintain rigorous tracking of lead velocity, distributor-led inquiries and conversion pipelines through the CRM.
n n 3. Channel Enablement & Engagement
n n Conduct regular product training, market positioning sessions and sales enablement workshops for distributor sales teams.
n Maintain strong,



trusted relationships with principal stakeholders across partner organizations to secure long-term loyalty and mindshare.
n Resolve channel conflict proactively and ensure smooth coordination between distributors, internal logistics and regional sales teams.
n n 4. Market Intelligence & Travel:
n n Travel extensively across target regions to meet potential partners, assess market dynamics and support field-level lead-generation activities.
n Gather competitive intelligence on market pricing, competitor channel structures and product positioning within the Echo/Ultrasound space.
n n Qualifications & Skills Required:
n 1. Educational Qualification:
n n Bachelor's Degree in Biomedical Engineering, Science, Biotechnology, or a related technical discipline.
n MBA / Post Graduate Diploma in Management (PGDM) in Marketing, Sales, or General Management is desirable.
n n 2. Experience:
n n 6 to 8 years of core experience in channel management, distributor network expansion, or business development specifically within the Ultrasound / Echocardiography modality.
n Proven track record of hunting and onboarding recent distributor networks in the Indian medical equipment market.
n n 3. Functional & Technical Competencies:
n n Knowledge of the Indian Ultrasound/Echo market landscape, key regional distributors and clinical customer dynamics (Cardiologists, Radiologists, Sonographers).
n Strong understanding of channel economics, margin structures, dealer incentives and partner enablement strategies.
n Familiarity with sales metrics, lead-to-SQL conversion funnels and CRM platforms.
n n 4. Soft Skills & Operational Requirements:
n n Exceptional negotiation, persuasion, and partner relationship management skills.
n Strong communication and presentation skills (verbal and written).
n Self-motivated with an aggressive "hunter" mindset.
n Open to extensive travel across Pan-India territories.
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