Manager - Network Planning & Channel Development

Responsibilities & Key Deliverables

The role is responsible for planning and implementing channel expansion strategies across multiple sectors (Automotive, Farm, Oil, etc.) to drive business volumes, improve market share, and ensure smooth installation-to-performance for new channels. Identify and roll out new channels and outlets in priority markets to enhance coverage and business volumes.

• Conduct white space analysis to map gaps in current distribution and propose targeted channel interventions.
• Track sector-wise market share and competitor activities; provide actionable insights to sales teams.
• Coordinate with sales, marketing, finance, and other teams for seamless execution of expansion plans and corrective actions.
• Manage distributors’ bank guarantees, agreements, and credit control on designated portals, including creation, renewal, monitoring validity, and ensuring compliance with finance.
• Develop medium-term channel and network strategy for Automotive, Farm, Oil, and other key segments aligned with business goals.
• Define metrics and dashboards for channel productivity, market share, penetration, and financial exposure linked to bank guarantees, review periodically with leadership.
• Recommend portfolio or channel mix changes based on market trends, customer behaviour, and competitor benchmarking.

Align network expansion, promotions, and financial risk controls with overall business strategy through cross-functional coordination.

Preferred Industries

Education Qualification

B. Tech / B.E /MBA (minimum qualification)

General Experience

7-10 years of experience in appointing and managing new distribution channel, preferably in Auto / FMCG with good understanding of ROI.

Critical Experience

• Strong analytical and numerical skills for market share analysis, white space mapping, MIS reporting, and financial exposure tracking.
• Proficiency in Excel and BI tools for dashboards and performance tracking; familiarity with portals/ERP systems for bank guarantee management & credit control is an advantage.
• Good understanding of channel management, distribution models, and multi-sector sales environments.
• Excellent verbal and written communication skills.
• Preferred: Knowledge of SAP.

System Generated Core Skills

System Generated Secondary Skills