Key responsibilities

Design the channel

- Define partner segments, tiering, coverage and the commercial construct across target cities; get Finance sign-off on payout economics before rollout.
- Build the operating system empanelment criteria, onboarding, partner agreements, service levels and an exit path for non-performers.
- Build the partner value proposition and the engagement calendar that keeps practices active.

Build the network and the book

- Personally open the first set of marquee architect relationships and convert them into producing partners.
- Take the network from zero to an active, revenue-producing base; own the funnel from identification to empanelment to first order.
- Carry the order book and gross sales value target; forecast monthly, close the gap, and keep partner payouts, cost of acquisition and realisation inside approved bands.

Build and lead the team

- Hire, structure and lead the channel team across business development, empanelment and key account management.
- Set targets, review cadence and incentive plans; coach the team on consultative selling to design professionals.
- Build the second line so the channel does not depend on any single relationship, including yours.

Govern

- Work with Design, Projects and Delivery so partner-sourced projects are executed to the standard the partner staked their name on.
- Report channel performance to leadership with clean numbers and specific asks

Must have These are non-negotiable. Applications that don't demonstrate all five will not be shortlisted.

12–15+ years of overall experience,



with a explicit progression into channel or partner-led sales leadership.

- Built a channel sales team and partner network from scratch — a 0-to-1 build, not inheriting one. A referral network, an empanelment programme, a franchise or FOFO model,

or a dealer and institutional partner ecosystem all count. Be ready to walk through what you started with, how many partners you signed, how long it took and what the channel delivered.
- Industry experience in real estate, home interiors, construction or building materials. Candidates outside these categories will not be considered, regardless of channel pedigree.
- Ownership of a revenue and P&L; number at scale, with direct accountability for revenue, gross margin, partner payout and cost of acquisition.
- Hired and led a multi-city field sales team, including structure, targets, incentives and review discipline.

Graduate degree required; MBA or equivalent preferred. Willingness to travel across target markets.

Advantage

- A working relationship with the architect community. Having sold to or through architects and interior designers, and understanding how a practice makes a specification or referral decision, is the single strongest differentiator for this role.
- Specification-led selling in building materials, where the architect or consultant decides the brand before the buyer does.
- Experience in individual home building, turnkey interiors, or premium and HNI home segments.
- Experience running a franchise, FOFO, dealer or empanelment-style partner programme with tiering, certification and incentive mechanics.

📌 Deputy General Manager - Channel Sales (Bengaluru)
🏢 Mantras2Success Consultants
📍 Bengaluru