Channel Development Manager

About SKF

SKF started its operations in India in 1923. Today, SKF provides industry leading automotive and industrial engineered solutions through its five technology-centric platforms: bearings and units, seals, mechatronics, lubrication solutions and services. Over the years the company has evolved from being a pioneer ball bearing manufacturing company to a knowledge-driven engineering company helping customers achieve sustainable and competitive business excellence.

SKF's solutions provide sustainable ways for companies across the automotive and industrial sectors to achieve breakthroughs in friction reduction, energy efficiency, and equipment longevity and reliability. With a strong commitment to research-based innovation, SKF India offers customized value-added solutions that integrate all its five technology platforms.

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SKF India has been recognized as a "Top Employer 2024" by the Top Employers Institute, acknowledging excellence in People Practices.

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About Automotive Aftermarket

The Automotive Aftermarket is an increasingly demanding and faster paced business, bringing new challenges and opportunities to distributors and garages. The ability to offer a fast and flexible service, excellent model coverage, parts availability, product reliability, technical support and training determines our success.

At SKF we are continuously looking to deliver competitive advantages for our customers. By building strong partnerships we better understand the needs of mechanics and end customers, this helps us engineer the right support and solutions around them.

SKF Purpose Statement

Together, we re-imagine rotation for a better tomorrow.

By creating intelligent and clean solutions for people and the planet

JOB DESCRIPTION

Job Title: Channel Development Manager

Reports To: Business Development Head

Role Type: Individual Contributor

Location: Pune OR Gurgaon location based positions

Purpose

The Channel Development Manager plays a critical role in driving business growth and revenue through strategic interventions in devising & expediting the Distributor selection process & developing and implementing effective distributor management strategies, Driving Digitalization, agenda for adoption & adherence improvements in channel.

The incumbent will help the SKF VA India Business to increase its market share, acquire appropriate distributors, help improvise infrastructure for existing ones, building strong relationships with key stakeholders & peers through exhibiting SKF values of Care, Curiosity, Collaboration & Courage while developing Business alongside developing self & others.

Responsibilities:

Lead RTM/GTM Transformation on the ground amongst channel partners and sales team.

Distributor Appointment & Separation, Consolidation Process Checks.

Improvements & Suitability checks Right fit, Hygiene & Infrastructure.

Channel Health performance & Insights management.

Market & Program development eg: Independent Workshops & Garage Network plan.

Alternate channels beyond General Trade – Developing these channels – Need Inputs Planning, Liaoning, Commercial & Key Ac Management, and a way to avoid any conflicts with GT.

E-Commerce platform

Service Aggregators

M&A activity planning & assessment

Operational Improvement

projects in Excellence.

Drive Digitalization, Implementation, Adoption & efficiency improvements

Zylem Implementation

Digiconnect adoption

RPP (retailers Loyalty) & MPP (Mechanic Loyalty) Adoptions & success.

Collaborate with other teams within the organization, including marketing, product development, and customer service, to ensure alignment and maximize results for distributor management in the business.

KPI Measurements:

Channel Management: The Channel Development Manager should maintain an up-to-date and accurate distributor pipeline for the Business basis the distributor's performance track record & vacancies, and replacements. The KPI for this would be the success of distributors appointed and qualitative alternatives taken for success.

Market Share: The Channel Development Manager should work towards increasing the company's market share in the Business related to distributor management.

The KPI –Delivery of business plan against Volume, Value & operating margin.

Competencies:

Good verbal communication and presentation skills.

Hands-on experience in data management and data analytics to analyze distributor data and make informed decisions & a commercial growth-oriented mindset.

Proven track record in strategic & Transformative roles.

Ability to sell solutions that meet the needs of distributors and customers in the Automotive industry.

Basic understanding of logistics at a distributor point to optimize the supply chain and improve the distribution network.

Education & Experience –

B.E / B. Tech. (Preferred) / Any Graduation with MBA

Open for Diverse candidates

Exp. 6 -13 years