Channel Sales Executive

Job description

Job Purpose The Officer/Executive Channel Management is responsible for driving revenue growth across express services within the assigned territory. This role focuses on expanding the network through strategic channel partner acquisition, maximizing revenue from existing partners, ensuring operational excellence, and implementing key business initiatives to strengthen DTDC's market presence. Key Responsibilities 1. Revenue & Target Achievement • Own and deliver assigned Domestic and International revenue targets across the territory. • Develop and execute territory-wise sales plans to consistently achieve monthly, quarterly, and annual targets. • Ensure high quality of revenue by monitoring timely collections and maintaining a healthy DSO (Days Sales Outstanding). 1. Business Development & Network Expansion • New Business Development (NBD): Identify and convert new customer and business opportunities through channel partners. • Retained Business Development (RBD): Increase revenue from existing customers and partners through upselling, cross-selling, and identifying incremental volume opportunities. • Identify, appoint, and onboard high-potential channel partners to expand branch reach and market coverage. • Research potential markets, customer segments, and regional trade corridors to drive business growth. 1. Partner Management & Engagement • Build and sustain strong relationships with existing channel partners through regular engagement, business reviews, and performance tracking. • Monitor partner productivity, revenue contribution, customer acquisition metrics, and growth trajectories. • Conduct regular performance reviews with partners to identify operational gaps and build actionable recovery/growth plans. 1. Operations, Service & Project Execution • Drive key organizational and channel projects, ensuring 100% implementation at the branch and partner level. • Coordinate closely with Operations, Service Delivery, and customer support teams to resolve service issues, improve SLAs, and enhance overall customer experience. • Promote effective adoption and utilization of company products, digital platforms, and tech-driven logistics solutions across the partner network. 1. Market Intelligence & Reporting • Track competitor activities, pricing, and market trends within the territory to provide feedback for counter-strategies. • Maintain updated sales pipelines, accurate forecasts, and routine MIS reports for leadership review. Key Performance Indicators (KPIs) • Monthly, Quarterly, and Annual Revenue Target Achievement (Domestic & International) • Number of new channel partners appointed and successfully onboarded • % Growth in NBD & RBD revenue contributions • DSO and timely collection metrics • Implementation rate of central digital and service initiatives across the territory Qualification & Experience • Education: Bachelors degree in Business Administration, Marketing, Commerce, Logistics • Experience: 2–4 years of proven experience in channel sales, business development, or network expansion—preferably in the Express Logistics, Courier, Supply Chain, or FMCG/Telecom industries.