Regional Manager - Channel Sales

Regional Business Leadership:

- Develop and execute the regional business plan.

- Deliver regional revenue, profitability and market-expansion objectives.

- Identify priority markets, customer segments and growth opportunities.

- Create territory-wise, partner-wise and team-wise execution plans.

- Review business performance and implement timely corrective actions.

Channel Strategy and Partner Development:

- Build and strengthen the distributor, dealer and channel-partner network.

- Identify, evaluate, appoint and activate new channel partners.

- Expand the network across existing and underpenetrated markets.

- Improve the productivity and contribution of existing partners.

- Conduct structured partner-performance and business reviews.

- Support partners in opportunity identification, customer engagement and deal closure.

- Manage channel conflicts, territory overlaps and pricing concerns.

- Maintain an effective partner network without excessive market saturation.

Market and Business Development:

- Develop new territories and customer segments.

- Drive business across banking, institutional, commercial and industrial customers.

- Build relationships with customers, consultants, architects, contractors and market influencers.

- Generate business for physical security products and solutions.

- Support strategic, high-value and technically complex opportunities.

- Monitor competitor activity, pricing trends and changing customer requirements.

- Convert market intelligence into actionable business plans.

Revenue and Commercial Management:

- Deliver regional revenue, margin and collection targets.

- Maintain pricing and discount discipline.

- Evaluate the commercial viability of significant opportunities.

- Lead commercial negotiations for strategic deals.

- Monitor partner credit exposure and outstanding payments.

- Drive timely collections with partners and internal stakeholders.

- Balance revenue growth with margins, credit quality and long-term business potential.

Pipeline and Forecast Management:

- Build and maintain a healthy regional opportunity pipeline.

- Conduct partner-wise and team-wise pipeline reviews.

- Assess the value, stage, probability and next steps for each opportunity.

- Improve sales-forecast accuracy and business predictability.

- Track key opportunities, closure risks and required actions.

- Ensure that forecasts are supported by realistic customer timelines and commitments.

Team Leadership:

- Lead, coach and develop the regional sales team.

- Set clear performance expectations and accountability.

- Review individual and territory-level business performance.

- Support the team during important customer and partner engagements.

- Identify and address capability gaps.

- Build a performance-driven culture focused on ownership and execution.

Cross-functional Collaboration:

- Collaborate with product, marketing, service, projects, supply chain, finance and commercial teams.

- Ensure timely quotations, product availability, order processing and execution.

- Coordinate appropriate after-sales support for customers and partners.

- Represent regional requirements during internal business discussions.

- Escalate and resolve issues affecting business delivery or customer experience.

Education:

- Graduate degree in Engineering, Business Administration, Commerce or a related discipline.

- MBA or postgraduate qualification in Sales and Marketing preferred.