SRMB STEEL | JOB DESCRIPTION
Head of Channel Strategy
Owner of secondary & tertiary counter billing strategy, counter share and reach
Position
Channel Strategy Head
Function
Sales and Marketing, Channel Strategy
Grade / Level
Assistant Vice President (AVP)
Reports to
President and Chief Sales & Marketing Officer
Directly leads
Lead, Counter Share and Lead, Reach
Location
Kolkata head office with field travel
Experience
12 years and above in building materials retail channel strategy

1. Why this role exists
SRMB tracks its business through primary billing to the depot or distributor and secondary movement to the dealer. What it does not track is tertiary: the actual sell-out at the root retail counter to the mason, contractor and home builder. That is the single largest blind spot in the commercial engine. When the counter sale is invisible, demand planning runs on stale proxies, counter potential stays unmapped, and share is lost one counter at a time without anyone seeing it happen.
This role fixes that. The Channel Strategy Head makes root counter billing a measured,



managed number, then uses it to drive two outcomes at once: a deeper share of each counter we already serve, and a wider presence in the counters we should serve but do not. Digital is the thread that stitches these efforts together for maximum reach at the lowest cost to serve.

2. The mandate
Three jobs sit under one leader.
• Root counter billing efficacy. Stand up tertiary tracking as a first-class metric. Define what a tracked counter looks like, roll out the capture discipline through the field and the DMS, and turn counter billing into the number the zone reviews every week, not an afterthought behind primary and secondary.
• Lead Counter Share. Grow SRMB's wallet share at every active counter through range selling across TMT, WINGRIP, the binding range and Real-Edge, better counter productivity, and the recovery of dormant counters. Own the counter share pod.
• Lead Reach. Expand numeric reac

📌 Head Channel Strategy (Kolkata)
🏢 SRMB Steel
📍 Kolkata