Key Responsibilities

1. Territory Sales and Business Development

- Execute the territory sales plan and achieve assigned revenue, margin and collection targets.
- Identify new markets, customer segments and business opportunities.
- Build and maintain a healthy pipeline across channel, project, government, institutional and key-account opportunities.
- Meet customers regularly and manage opportunities through proposal, negotiation, order closure and payment.
- Maintain accurate sales forecasts, CRM records and market intelligence.

2. Channel Development and Management

- Develop and manage distributors, dealers, system integrators and other channel partners.
- Identify market gaps and recommend suitable partners for appointment.
- Expand channel coverage across priority cities and districts.
- Improve partner productivity, profitability and market reach.
- Drive primary and secondary sales through structured partner plans.
- Conduct regular reviews covering targets, pipeline, inventory, credit and collections.
- Undertake joint customer visits and train partners on products, applications and sales processes.
- Resolve channel issues and ensure adherence to Gunnebos commercial policies and operating processes.

3. Non-Banking and Jewellery-Market Development

- Build business beyond banking and NBFC customers.
- Develop opportunities across jewellery, retail, commercial establishments, industrial units, hospitals, hotels, educational institutions and government organisations.
- Build relationships with business owners, facility heads, security teams, purchase teams and other decision-makers.
- Develop relationships with jewellers, jewellery chains, bullion dealers and relevant trade associations.
- Position safes, vaults, strong rooms, lockers and advanced locking solutions according to customer security requirements.
- Generate references, repeat business and customer clusters in high-potential markets.
- Track non-banking pipeline, conversion and revenue contribution.





Prior knowledge of the jewellery market or established relationships within the jewellery ecosystem will be advantageous.

4. Direct Customer and Project Sales

- Meet end customers directly to understand their security requirements.
- Develop relationships with corporates, institutions, developers, contractors and strategic accounts.
- Manage opportunities from initial enquiry through solution development, techno-commercial proposal, negotiation and closure.
- Coordinate site visits, product demonstrations and technical presentations.
- Work with channel partners to convert and fulfil identified opportunities.
- Remain involved through delivery, installation, payment follow-up and customer closure.

5. GeM, Government and Tender Business

- Independently identify government, PSU and institutional opportunities.
- Regularly monitor GeM, state e-procurement portals and other tender sources.
- Assess technical eligibility, commercial conditions and submission requirements.
- Coordinate specifications, compliance documents, certifications, pricing and internal approvals.
- Prepare and submit complete bids within the required timelines.
- Manage tender clarifications, technical discussions, reverse auctions and commercial negotiations.
- Follow through on order documentation, execution, invoicing and payment collection.
- Maintain an updated tender tracker and document reasons for wins and losses.

6. Commercial Management and Collections

- Develop and grow strategic accounts within the territory.
- Lead customer negotiations within approved pricing and discount parameters.
- Protect margins, payment terms and company interests.
- Review credit requirements and commercial risks with the Regional Head.




- Monitor receivables and maintain the agreed DSO.
- Coordinate the resolution of customer complaints and commercial escalations.
- Ensure quotations, orders, invoices and payment records are accurate and complete.

7. Cross-Functional Coordination

- Work closely with Product, Marketing, Service, Finance, Supply Chain, Operations and Installation teams.
- Ensure customer commitments are commercially and operationally viable.
- Coordinate quotations, approvals, product availability, delivery, installation and service support.
- Keep customers and channel partners informed throughout the order cycle.
- Escalate risks early and follow through until resolution.

Candidate Profile

- 7 to 10 years of experience in channel sales, B2B sales, project sales, institutional sales or territory sales.
- Demonstrated experience managing distributors, dealers or system integrators.
- Proven direct engagement with end customers and key accounts.
- Experience developing recent customer segments beyond an existing business base.
- Hands-on experience independently managing GeM, government tenders or institutional bids.
- Strong techno-commercial understanding and negotiation capability.
- Experience managing pricing, margins, credit, collections and channel-partner performance.
- Ability to manage the complete sales cycle from lead generation through order closure and payment.
- Strong communication, presentation, relationship-management and follow-through capabilities.
- Comfortable travelling extensively across the assigned territory.
- Experience in BFSI, government or jewellery markets will be relevant.

Role: Channel Management, Industry Type: Miscellaneous, Department: Sales & Business Development, Employment Type: Full Time, Permanent Role Category: Enterprise & B2B Sales Education UG: B.Tech / B.E. in Any Specialization Key Skills Skills highlighted with ‘‘ are preferred keyskills Channel SalesGem PortalDealer Management B2BChannel DevelopmentInstitutional SalesKey Account Development

📌 Channel Sales Manager (Noida)
🏢 Gunnebo
📍 Noida