National Head – Trade Channel Development

National Head – Trade Channel Development

Responsibilities

Strategic Leadership and Expansion

• Formulate and implement strategies to ensure maximum utilization of increasing production capacity, balancing supply and demand effectively.
• Identify new markets for entry and create detailed market penetration plans, including geographic expansion and new customer segments.

Market Development

• Conduct comprehensive market analysis to understand regional demand trends, competitor activities, white spaces, and customer preferences.
• Establish strategic partnerships with key industry players, including construction companies, government bodies, and large-scale infrastructure projects.

Sales Management

• Set sales targets for different regions and market segments in alignment with the expanding capacity.
• Implement robust sales performance monitoring systems to track progress and identify areas for improvement.

Channel Management

• Collaborate with the Head Channel Management & Micro Markets to develop and refine channel strategies, ensuring a balanced and efficient dealer network.
• Strengthen relationships with existing dealers and identify new dealer partners to enhance market reach.
• Implement mechanisms to resolve channel conflicts and ensure smooth operations.

Project Management

• Oversee the planning and execution of strategic projects, particularly those related to market expansion and capacity utilization.
• Establish governance frameworks and best practices for project management, ensuring projects are delivered on time and within budget.

Innovation and Digital Transformation

• Oversee the development and implementation of digital sales platforms and streamline sales processes.
• Utilize advanced data analytics to gain insights into customer behaviour and market trends, driving data-driven decision-making.

Risk Management

• Work closely with the Specialist Credit & Risk to develop and implement robust credit policies, ensuring financial stability while expanding sales.
• Continuously assess market risks, including economic downturns, regulatory changes, and competitive pressures.

Team Leadership and Development

• Lead, mentor, and develop a high-performing sales and market development team, fostering a culture of excellence and accountability.
• Foster an engaging and motivating work environment, encouraging innovation and collaboration among team members.

Commercial Acumen

• Drive commercial success by contributing to the development and implementation of strategies that enhance revenue and market position.
• Identify and leverage new business opportunities to maximize organizational growth.

Compliance with Legal and Regulatory Standards

• Ensure adherence to all relevant laws, regulations, and corporate policies within Sales & Marketing.
• Conduct regular compliance audits to monitor adherence to legal and regulatory standards.
• Prepare and submit detailed compliance reports to senior management, highlighting areas of concern and improvement.

Corporate Governance

• Establish a clear framework for ethical decision-making within the department, providing guidance on ethical dilemmas.
• Ensure departmental activities align with corporate governance principles and organizational values.
• Set up mechanisms for reporting unethical behaviour, ensuring issues are addressed promptly and fairly.

Ethical Standards

• Use ethical reasoning to guide decisions, considering the broader impact on the organization and stakeholders.
• Ensure all communications, both verbal and written, reflect the organization’s commitment to integrity and ethics.

Ethics and Governance Integration

• Ensure that ethical guidelines are integrated into all aspects of departmental planning and operations.
• Align departmental activities with the organization’s governance framework, ensuring compliance with established policies.
• Establish accountability measures to ensure adherence to governance and ethical standards across the department.

Innovation and Continuous Improvement

• Promote a culture of innovation by encouraging team members to propose new ideas and approaches.
• Pilot new technologies and approaches to determine their effectiveness and scalability within the department.
• Implement feedback mechanisms to gather insights and make iterative improvements to processes and practices.

Internal Controls and Risk Management

• Develop and implement robust internal control systems to safeguard against financial and operational leakages.
• Conduct comprehensive risk assessments to identify potential threats to departmental operations.
• Monitor internal controls through regular audits and reviews, ensuring compliance and effectiveness.

Policy Adherence and Development

• Implement and enforce organizational policies to maintain consistency and alignment with corporate objectives.
• Contribute to policy development by providing feedback and insights from departmental operations.

Internal Stakeholders

• Chief Sales & Marketing Officer
• Head Channel Management & Micro Markets
• Cluster Manager - Channel Management
• Channel Relationship Manager
• CSO

External Stakeholders

• Industry Partners
• Sales Promoters
• Dealers
• Government and Regulatory Bodies

Qualifications

Educational Qualification

• Master's degree/ MBA in Business Administration, Marketing, or a related field.

Work Experience (Range of years)

• 10+ years in sales and market development with extensive PMO experience.

Industry Knowledge

• Strong understanding of sales strategies, market dynamics, and project management methodologies in channel sales setup.