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Channel Sales Manager

Marketing & Sales

Channel Sales Managers own the indirect revenue engine — recruiting, enabling, and growing a network of distributors, sub-stockists, resellers, system integrators, and value-added partners who sell the company's products without the company touching the end customer directly. The role spans FMCG (HUL, ITC, Marico) where it means managing hundreds of sub-stockist beats, IT distribution (Ingram Micro, Redington, Iris Global) where it means managing partner P&L and scheme design for Tier-1 and Tier-2 partners, telecom enterprise (Airtel Business, Jio Enterprise) where it means owning channel conflict resolution between the direct sales team and MSME partners, and pharma (Sun Pharma, Cipla) where it means managing C&FA (clearing and forwarding agent) throughput and chemist coverage. A CSM's core skills are channel scheme design (volume vs. growth-based incentives), distributor P&L management, online-offline parity enforcement, partner training and certification, and the ability to manage channel conflict without alienating either the partner or the end customer. The role is mid-to-senior by design — it is the connective tissue between manufacturer strategy and market execution, and it directly controls 60-80% of revenue in most Indian consumer and B2B product companies.