Lead - Channel Manager

Role Purpose: 

Lead- Channel Manager will lead the organization’s long-term channel expansion and network transformation agenda for the zone. The role holder will be responsible for defining and executing the strategic roadmap for dealer network growth, market coverage optimization, channel profitability, and retail excellence across the automotive ecosystem.

The incumbent will drive future-ready network strategies aligned with evolving customer expectations, business objectives, digital retail trends, and market dynamics. The role requires strong commercial acumen, strategic planning capability, stakeholder management, and leadership experience in managing large-scale dealer ecosystems.

Key Responsibilities

Strategic Network Planning & Transformation

• Define the long-term dealer network strategy aligned with company growth ambitions & market evolution.
• Lead network expansion, consolidation, and transformation initiatives to maximize market penetration.
• Develop white-space strategies, territory optimization plans, and future mobility retail models.
• Drive strategic decisions related to formats, multi-brand opportunities, & emerging market development.
• Establish scalable channel development frameworks to support business growth across geographies.

Dealer Development & Channel Excellence

• Define dealership infrastructure in line with global benchmarks & evolving customer expectations.
• Lead the identification, evaluation, appointment, and development of strategic dealer partners.
• Drive dealer viability and sustainability initiatives focused on operational efficiency, & long-term growth.
• Drive digital retail integration and omnichannel readiness across the dealer ecosystem.

Business Growth & Market Leadership

• Partner with Sales, Service, Marketing, Finance, and Product teams to drive network-led business growth.
• Develop channel strategies to support new product introductions, EV transition, and emerging mobility solutions.
• Analyze market intelligence, competitive landscape, customer demographics, and industry trends to shape strategic initiatives.
• Lead initiatives to improve dealer productivity, throughput, and retail performance across the network.

Governance, Performance & Financial Management

• Establish governance mechanisms and KPI frameworks for dealer network performance management.
• Monitor dealer profitability, ROI, throughput, market share contribution, and customer satisfaction metrics.
• Lead commercial evaluations, investment planning, and feasibility assessments for network projects.
• Ensure compliance with organizational standards, legal frameworks, and dealership agreements.
• Present strategic business cases, network reviews, and expansion proposals to executive leadership.

Education

• MBA / PGDM from a reputed institute preferred.
• Engineering or Business Administration background desirable

Experience

• 15–20 years of experience in Dealer Development, Network Planning, Channel Strategy, Retail Transformation, or Automotive Sales Operations.

Key Competencies

• • Strategic Planning & Business Transformation
  • Dealer Network Development & Optimization
  • Channel Profitability Management
  • Market Intelligence & Competitive Strategy
  • Financial & Commercial Acumen
  • Retail & Customer Experience Excellence
  • Leadership & Change Management
  • Stakeholder & Partner Relationship Management
  • Data-Driven Decision Making
  • Negotiation & Influencing Skills