Job Summary

The Business Development Manager - Tools Channel Development will be responsible for accelerating the growth of the Tools business through strategic channel development focusing digital marketing and Ecommerce, market expansion, customer penetration, and dealer capability enhancement. The role will focus on establishing a sustainable growth platform for the Tools business by improving market coverage, strengthening channel effectiveness, driving portfolio penetration, and identifying new business opportunities across the Mining, Quarrying, Construction, Infrastructure, and Industrial segments.

The position is expected to play a key role in delivering aggressive growth targets and enhancing the contribution of the Tools business within the overall Business Line portfolio.

Key Responsibilities

- Develop and execute the annual business development plan for the Tools business.
- Identify recent customer segments, applications, and growth opportunities.
- Expand market penetration within the existing customer base.
- Develop strategic account plans for key customers and prospects.
- Track industry trends, competitive activity, and market dynamics.
- Design and implement a channel development strategy for the Tools business.
- Identify, recruit, appoint, and develop new channel partners.
- Improve dealer coverage in strategic growth territories.
- Establish channel performance management processes.
- Drive dealer engagement, productivity, and profitability.
- Ensure consistent implementation of channel programs and initiatives.
- Improve dealer sales competencies and technical knowledge.
- Develop joint business plans with key distributors.




- Conduct product and application training for channel partners.
- Support dealer-led demand generation and customer acquisition programs.
- Drive channel excellence through regular performance reviews.
- Collaborate closely with Zonal Sales Teams, Product Management and Product Company, Marketing Communication, Service Teams, Channel Partners, and Key Customers.
- Ensure alignment of growth initiatives with broader business objectives.

Key Performance Indicators (KPIs)

1. Financial

- Tools Revenue Growth
- Incremental Revenue Contribution
- Gross Margin Improvement

2. Business Development

- Number of Active Dealers

- Dealer Productivity

- Territory Coverage Expansion

- Channel Revenue Contribution
- Cross-Selling Opportunities Generated

- Opportunity Pipeline Value

3. Operational

- Supply Chain stability
- Business Plan Execution
- Training Capability Development Initiatives

Requirements

Education

- Bachelors Degree in Engineering (Mechanical, Mining, Industrial or related discipline)
- MBA preferred

Experience

- 8-15 years of experience in: Business Development
- Channel Management
- Sales Management
- Industrial Products
- Mining, Construction, Infrastructure, or Capital Equipment Industries

Preferred Experience

- Experience managing dealer/distributor networks.
- Exposure to Mining, Quarrying, Construction, Infrastructure, or Industrial consumables.
- Strong understanding of channel-led business models.

Location

Pune, India Disclaimer: This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.

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