Sales Head

Role & responsibilities

To lead and drive the organisations indirect sales business through strategic acquisition, development and management
of channel partners and broker networks. The role will expand the partner ecosystem, strengthen partner productivity,
design effective incentive programs and deliver sustainable revenue growth through the channel.
KEY RESPONSIBILITIES
Channel Strategy & Revenue Growth
• Develop and execute channel sales strategy in line with business objectives and revenue targets.
• Drive growth in indirect sales through structured partner acquisition, activation and productivity initiatives.
• Identify new markets, partner segments and business opportunities.
Partner Acquisition & Network Management
• Identify, acquire and onboard new channel partners, brokers and strategic intermediaries.
• Build strong relationships with existing partners and drive engagement, productivity and retention.
• Establish partner-wise targets, review performance and implement corrective actions.
Partner Incentives & Commercials
• Design and implement partner incentive, commission and performance-linked reward programs.
• Evaluate incentive effectiveness and ROI and recommend changes to drive desired outcomes.
• Ensure commercial discipline and adherence to approved channel policies.
Sales Enablement & Capability
• Drive partner training, product communication, sales enablement and engagement initiatives.
• Ensure partners understand product offerings, pricing, schemes and business policies.
Performance Analytics & Governance
• Develop channel MIS and dashboards covering business volume, partner productivity, conversion, revenue and ROI.
• Monitor competitor activity, market trends and partner feedback.
Cross-functional Leadership
• Work closely with Sales, Marketing, Operations and Finance to enable seamless partner operations and transaction closure.
• Lead and mentor the channel sales team and build a high-performance culture.

Preferred candidate profile