BDE Channel Head

ROLE SUMMARY

The Channel Head - Business Development is instrumental in driving the organization's growth by ensuring consistent sales performance, fostering a high-performance culture, and maintaining a strong market presence. This position involves leading and mentoring teams, implementing effective strategies, and ensuring alignment with organizational objectives.

The Channel Head plays a pivotal role in expanding market reach, and maintaining strong relationships with customers and stakeholders.

KEY RESPONSIBILITIES

Strategic Planning and Execution

• Develop and implement business development strategies tailored to meet organizational objectives at the zonal level.
• Drive outbound sales initiatives across all branches within the zone where BDOs are available.
• Identify and onboard new channel partners to expand market presence and drive revenue growth.
• Monitor and evaluate the activities of BDOs to ensure alignment with zonal goals.
• Assist BDOs in generating new leads through activities such as referral partner enrollment, events, and local networking opportunities.
• Conduct training and development programs to enhance the skills and effectiveness of BDOs.
• Ensure effective utilization of sales tools and processes to maximize branch performance.

Business Development

• Build and maintain robust relationships with existing and prospective customers to enhance business opportunities.
• Develop and implement an effective Go-To-Market (GTM) strategy for the assigned market.
• Forecast business opportunities and align strategies to capitalize on market trends.

Team Management

• Ensure that all BDOs are consistently and effectively using VYMO for business development tasks, including lead tracking, follow-ups, and closure.
• Lead, mentor, and motivate the BDOs to maximize productivity and performance.
• Conduct regular team meetings with BDOs to discuss progress, challenges, and solutions.

Customer Acquisition

• Ensure consistent growth in new customer acquisition through the development and execution of effective sales strategies.
• Meeting eco partner, developing referral partner and meeting high end customers.
• Collaborate with branch teams to identify opportunities for deeper customer engagement and market expansion.
• Drive cross-selling initiatives of financial products to existing and new customers to maximize revenue.
• Assist BDOs in updating and maintaining an accurate and comprehensive customer database. Ensure a well-managed sales pipeline by tracking lead progress, follow-ups, and conversions.
• Work closely with BDOs to identify customer needs and align them with relevant product offerings.

KEY CHALLENGES

• Managing and meeting sales targets in multiple branches or zones with varying market dynamics.
• Ensuring uniform performance among Business Development Officers (BDOs) across all branches despite differing skill levels and market conditions.
• Recruiting skilled BDOs and ensuring their retention in a competitive market.
• Responding to changing customer preferences, competitor strategies, and market trends in real time.
• Encouraging teams to cross-sell effectively and drive revenue without compromising customer satisfaction.
• Aligning goals and ensuring seamless communication between branches, zonal teams, and the corporate office.
• Keeping the team motivated, especially during challenging market conditions or when targets are not met.

KEY DECISIONS TAKEN

• Decide on the recruitment of BDOs and other team members to build a skilled and high-performing workforce.
• Identify and onboard referral partners or strategic alliances to enhance lead generation and market reach.

KEY INTERACTIONS

Internal Stakeholders

• Head Business Development Channel
• Internal Team: Zonal Heads, Regional Managers, Area Managers, Branch Manager, Business Development Officer, Territory Head BD Channel,
• Support functions like HR, Marketing, IT, Admin etc.

External Stakeholders

• Customers
• Referral Partners
• Vendors
• Industry Associations and Networks

KEY SKILLS & BEHAVIOURAL ATTRIBUTES

• Strategic Thinking
• Leadership and Team Management
• Market Knowledge
• Communication and interpersonal skills
• Problem solving and Conflict Resolutions
• Result Oriented
• Collaborative Mindset
• Customer Centric approach
• Resilience

EDUCATION / EXPERIENCE

Minimum Qualification:

• UG/ PG from the recognized university

Nature of Experience:

• Minimum 7 years of experience in sales, business development, and team leadership, with at least 3-5 years in a regional or channel head role.