Business Development Manager - Channel Sales - West Region

Role Overview:

We are looking for a Business Development Manager - Channel Sales to develop and expand our channel business for POS Printers, PCPOS systems and related Retail IT products. The role will be responsible for developing a strong network of distributors, dealers, resellers, POS solution providers, system integrators and technology partners across West India.

Key Responsibilities:

- Identify, appoint and develop distributors, dealers, resellers and POS solution partners across assigned territories.

- Build and maintain a strong and active channel partner network across West Region.

- Identify new market opportunities and expand the company's presence in existing and new territories.

- Generate sales through channel partners and achieve assigned revenue, volume and margin targets.

- Establish strong relationships with distributor owners, sales managers, product managers and key decision-makers.

- Regularly visit channel partners to develop business opportunities, review sales performance and identify new prospects.

- Drive product presentations, demonstrations, partner meetings and customer engagements jointly with channel partners.

- Provide partners with product information, pricing, sales tools, presentations and other required support.

- Train channel partners and their sales teams on POS Printers, PCPOS and related solutions, including product features, applications and positioning.

- Monitor partner inventory, sales pipeline, order flow and market demand.

- Ensure effective stock rotation and minimize channel inventory build-up.

- Develop and manage channel schemes, incentives, rebates and promotional programs in coordination with management.

- Identify and manage opportunities for cross-selling and upselling across the partner network.

- Monitor competitor products, pricing, channel strategies and market activities.

- Travel extensively across assigned territories for partner development, customer meetings and business reviews.

Target Relationships:

- IT Distributors

- Regional Distributors

- POS Dealers and Resellers

- POS System Integrators

- Software / POS Application Companies

- Hospitality Technology Partners

- QSR Technology Partners

- Barcode and Auto-ID Partners

- Payment Technology Partners

Product Focus:

- POS Receipt Printers

- PCPOS Systems

- Customer Display / Peripheral Solutions

- Related Retail IT Hardware and Solutions

Required Skills and Experience:

- Proven experience in developing and managing distributors, dealers, resellers or system integrators.

- Experience selling POS Printers, POS hardware, PCPOS, barcode products, retail technology or similar products will be strongly preferred.

- Strong understanding of the IT distribution and channel ecosystem.

- Existing relationships with distributors, POS dealers, resellers and system integrators will be an advantage.

- Ability to identify and onboard productive channel partners.

- Commercial understanding of distributor margins, partner pricing, schemes, rebates and channel incentives.

- Strong presentation and communication skills.

- Proficiency in MS Office; CRM experience will be an advantage.

- Good communication skill in English, Hindi and local language.