Head Channel (Cluster North, South & West)

Key Result Areas

KRA (Accountabilities) (Max 1325 Characters)Supporting Actions (Max 1325 Characters)

KRA1 Planning for Channel Development -Study the market potential estimated by the market research team and zonal heads.

Propose the desired channel of stockists, authorised dealers and retailers across various geographies to the National Distribution Head
Prepare the channel development plan comprising of the number of stockiest, authorized dealers and retailers to be on boarded, along with their desired profile (while meeting the broad parameters approved by National Distribution Head)
Assist Distribution Head in forming Policies, Governance, structure and implementation of channel partners along with Zonal Heads
Ensure that the retailer development plan is as per the BWC retail strategy and is aligned with the goal of registration of 150000 retailers (entire universe of paint & H/W retailers in the country)

KRA2 Scouting for potential channel partners -Develop mechanisms for ensuring timely availability of authentic data on stockiest and retailers in the identified growth segments.

Identify the stockiest, authorized dealers and retailers to be on boarded in BWC.
Develop appropriate retail contact programs for connecting with the identified retailers / authorized dealers and generating interest.
Prepare and maintain the channel partner pipeline, comprising of database of channel partners along with the current status on onboarding

KRA3 Induction of Channel Partners -Support the National Distribution Head in designing the induction program for channel partners by proposing suitable agenda and initiatives.

Ensure appropriate execution of the channel-partner induction program by the respective zonal teams
Ensure that the zonal teams are conducting timely meetings with the newly on boarded channel partners to set performance parameters and providing necessary handholding.
Centrally maintain the records of the performance parameters set for each channel partner in the assigned geographies.
Closely monitor the Mission Happiness Score of key channel partners as well as newly on boarded channel partners; and highlight areas of concerns to the National Distribution Head for necessary intervention

KRA4 Handling Grievance - Escalations Management -Define process for escalation matrix, grievance handling etc.

Design Standard SOPs and Training manual on how to deal with difficult channel partner

KRA5 Conduct Periodic Audits -Periodically assess the appointments of stockists and authorised dealers by zonal team, to ensure adherence to defined parameters.

Assess compliance to the defined process for onboarding new channel partners by the zonal teams.
Assess deployment of promotional schemes by the zonal teams as per the defined parameters. Study what is working and what is not in consultation with zones, and provide inputs to FH - Channel Engagement for introducing new schemes for next month.
Periodically assess the effectiveness of newly onboarded retailers in pitching and selling BW products by appointment of Ghost Shoppers.
Provide timely Audit Reports and Review Reports to the National Distribution Head.