Drive revenue from the B2C/B2B ecosystem of Channel Partners nationwide. Continuously work on the digital transformation journey, improve existing products, or build new products for partners. Introduce new models of channel development & engagement.

Overall responsible for channel-wise sales revenue, partner ROI, service to partners & NPS.

Channel Development

Introduce current digital technologies to scale the partner channel ecosystem & Operations

Digitally transform the current processes and ways of working like partner portal, digital onboarding, corporate portal etc.

Develop new channel management models like Master Franchise, Rural franchise, Key Accounts etc.

Define and implement channel segmentation, value proposition & acquisition strategy

Conduct in-depth research to identify new market opportunities and consumer preferences to run a geo-based expansion strategy for the franchise channel

Partner Management & Engagement:
Responsible for key channel metrics for partner management like revenue, ROI, partner SLA management, compliance, partner training & channel NPS
Defining & driving engagement programs for B2B & B2C channel partners to improve operational efficiency
Closely work with Sales Heads on the GTM and Channel Activation Strategy and roll out channel-wise activation programs to drive sales
Run Special Key Account Management programs for top clients
Define and monitor Key partner performance KPIs like NPS, store operations, brand guidelines, compliance, complaints, etc.

Driving productivity of channels (B2C & B2B)



via different business propositions & programs

Partner Development

Onboard new partners and responsible for creating and implementing post-onboarding partner success journey

Use digital properties given to franchise for enabling DIY marketing tools like partner portal, AI/ML recommendation engine usage, OBD, GMB, SNS
Staging the channel partners in different buckets basis the aging of the channel partners & defining the growth plan through market support for each category, like Matured Vs Maturing Vs. newly onboarded
Building new avenues for growth, sustaining the existing ones, and responsible for bringing in revenues for franchise partners

Ensure the benchmark level of skilling of the partner & its employees

Channel Activation: Design and execute annual channel activation roadmap across tier 1/ 2/ 3 & rural cities.

Budget management and promotional spending to maximize ROI and budget efficiency

People management
Hire, develop, coach, and lead successful team leaders with high-quality personnel to deliver profitable growth

Motivate & mentor diverse team to achieve key performance targets

Experience: 10 to 12 years
Qualification Background: MBA from a reputed business school
Prior Experience/Background: Minimum of 5 years of experience dealing with franchisee/retail/distributors business management.
Experience in designing and implementing tech-enabled partner management programs.
Preferred Industry: QSR, Retail, Telecom, Tyre, Consumer Durables, FMCG, etc.

Stint in sales is preferred

📌 GM – Channel Marketing (Pune)
🏢 Dr Lal Pathlabs
📍 Pune