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.