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.