About this role
Job Requirements
Job Title: Channel Sales
Position –Channel Sales
Designation – AVP/VP
Location: Noida
The Head Channel Sales will be responsible for driving sales growth through the development and management of a strong channel partner network for Solar PV Modules. The role will focus on expanding market reach, strengthening distributor and dealer relationships, improving channel productivity and ensuring profitable business growth. The incumbent will work closely with channel partners and internal stakeholders to deliver superior customer experience, increase market share and achieve business objectives.
Parameter
Key Responsibilities / Deliverables
Financial Perspective
• Drive achievement of channel sales revenue, volume and profitability targets for Solar PV Modules.
• Develop and execute channel sales strategies to maximize market coverage and business growth.
• Expand the dealer, distributor and channel partner network to increase market penetration.
• Monitor sales performance, channel profitability and return on investment across assigned territories.
• Ensure effective receivables management and collection of outstanding payments from channel partners.
Customer Perspective
• Build and maintain strong relationships with distributors, dealers, system integrators, installers and channel partners.
• Drive channel partner engagement and loyalty through structured account management programs.
• Improve partner satisfaction by ensuring timely support, product availability and issue resolution.
• Identify and onboard high-potential channel partners to strengthen market presence.
• Enhance brand visibility and market reach through effective channel development initiatives.
Internal Process Perspective
• Lead channel sales operations including partner onboarding, performance management and business planning.
• Develop annual channel business plans and sales forecasts aligned with organizational objectives.
• Collaborate with marketing, supply chain, finance and technical teams to ensure seamless channel support.
• Monitor channel inventory, sales pipeline and market demand to optimize business performance.
• Ensure discipline in CRM utilization, sales reporting, forecasting and channel governance processes.
Learning & Growth Perspective
• Build, develop and mentor a high-performing channel sales team.
• Conduct regular training programs for channel partners on products, applications and market opportunities.
• Drive adoption of best practices in channel management and sales execution.
• Strengthen market intelligence capabilities by tracking competitor activities, pricing trends and customer requirements.
• Support new product launches, channel capability development and strategic market expansion initiatives.
Educational Qualification
- Bachelor's Degree in Engineering, Business Administration, Marketing or related discipline.
- MBA in Sales, Marketing or Business Management preferred.
Experience
- 15 to20 years of experience in PV Module Sales, Channel Management or Business Development.
- Minimum 5+ years of leadership experience handling dealer/distributor networks.
Work Experience
Core Competencies
· Channel Development & Partner Management
· Strategic Sales & Business Growth
· Key Relationship Management
· Commercial Negotiation & Contract Management
· Market Intelligence & Business Development
· Leadership & Team Management