Role Purpose

• The Solar Channel Sales Manager is responsible for executing the company’s channel strategy across the assigned region by identifying, acquiring, and managing high-performing retail, reseller, and installer partners. The role focuses on expanding channel presence, supporting partners to achieve sales targets, and ensuring consistent field execution, compliance, and competitive positioning in the solar market.

Key Responsibilities

Channel Strategy & Planning

• Develop and implement a regional channel expansion strategy aligned with overall business goals.
• Conduct market mapping to identify potential solar resellers, retailers, distributors, and installers.
• Analyze market coverage gaps and propose plans to strengthen channel presence.
• Identify high-potential clusters and develop targeted activation plans.

Channel Partner Acquisition

• Proactively identify, pitch, and onboard new channel partners within assigned territories.
• Evaluate partner capability, retail presence, and alignment with the company’s channel guidelines.
• Negotiate partnership terms strictly in line with the company’s commercial and channel policies.
• Ensure complete and compliant partner documentation, onboarding forms, and system registration.

Channel Relationship Management

• Serve as the primary point of contact for all channel partners in the region.
• Conduct regular partner visits to strengthen relationships and drive consistent engagement.
• Provide ongoing product training, promotional guidance, and basic technical support.
• Monitor partner activities, address issues promptly, and resolve channel conflicts professionally.

Sales Enablement & Target Achievement

• Drive sell-in and sell-out performance through planned joint activities, promotional campaigns, and BTL execution.
• Achievement of monthly and quarterly sales targets.
• Support partners with demand creation activities, retail visibility improvements, and customer engagement.
• Monitor sales trends and implement corrective actions where performance gaps exist.
• Execute field activations to stimulate product movement and market penetration.

Market Intelligence & Reporting

• Track competitor pricing, promotions, channel activities, and visibility.
• Gather field insights and feedback from partners to support decision-making.
• Prepare and submit accurate weekly and monthly reports covering sales performance, pipeline status, partner activities, and market trends.
• Maintain an up-to-date database of partners, territories, and active channel metrics.

Compliance & Governance

• Ensure partners adhere to company policies regarding branding, and commercial terms.
• Monitor and enforce ethical business conduct within the channel.

Qualifications & Experience

• Bachelor’s degree in Business, Marketing, Engineering, or a related field.
• 4–7 years’ experience in channel sales, dealer management, solar product sales, or FMCG/technology distribution environments.
• Strong understanding of channel dynamics, retail sales, and field execution.
• Proven experience in partner acquisition and territory management.
• Excellent communication, negotiation, and relationship-management skills.

Key Competencies

• Channel development & partner onboarding
• Sales planning and execution
• Strong market understanding
• Analytical and reporting skills
• Conflict management and problem-solving
• Presentation & training capability
• High integrity and policy adherence