Marketing Channel ( South ) - Racking division

Marketing Channel – Racking Division (South India)PositionMarketing Channel Executive / Manager – Racking DivisionDepartmentMarketing & Business Development – Racking DivisionLocationSouth India(Tamil Nadu, Karnataka, Kerala, Andhra Pradesh & Telangana)Reports ToHead – Marketing / Business Development1. Job PurposeTo develop, manage, and expand the marketing channel network for the Racking Division across South India by identifying new business opportunities, developing channel partners, maintaining strong customer relationships, and driving sales through dealers, distributors, consultants, contractors, and other business partners.The role will be responsible for increasing market presence, generating qualified leads, supporting channel partners, and achieving business growth in the assigned territory.2. Key ResponsibilitiesA. Channel Development* Identify and onboard new dealers, distributors, channel partners, system integrators, and business associates.* Develop and maintain a strong channel network across South India.* Evaluate channel partner potential, market reach, and business capability.* Establish long-term relationships with channel partners.* Conduct regular partner visits, meetings, and performance reviews.* Support partners with product information, technical coordination, quotations, and sales assistance.B. Market Development* Identify new markets, industries, projects, and customer segments for racking solutions.* Study competitor activities, pricing, product offerings, and market trends.* Develop strategies to improve the company's presence in the racking market.* Identify potential applications such as:1. Warehouses2. E-commerce3. Cold storage4. Manufacturing5. Automotive6. FMCG7. Retail8. Logistics & 3PL9. Industrial storage10. Distribution centresC. Lead Generation & Business Development* Generate leads through channel partners, direct marketing, exhibitions, networking, referrals, and digital platforms.* Identify upcoming warehouse and industrial projects.* Develop relationships with end customers, architects, consultants, PMC companies, contractors, and warehouse developers.* Conduct customer meetings and product presentations.* Convert qualified leads into business opportunities.* Maintain a healthy sales pipeline and regularly update lead status.D. Sales & Project Coordination* Understand customer requirements and recommend suitable racking solutions.* Coordinate with the Design, Estimation, Engineering, Production, and Projects teams for technical and commercial requirements.* Follow up on quotations and commercial proposals.* Support negotiations and order closure.* Track projects from enquiry through order confirmation and execution.* Ensure smooth communication between customers, channel partners, and internal teams.E. Marketing Activities* Plan and execute regional marketing activities for the Racking Division.* Participate in industrial exhibitions, trade shows, dealer meets, seminars, and customer events.* Develop local market promotion strategies.* Coordinate preparation of brochures, presentations, product catalogues, case studies, and digital marketing content.* Promote new products, solutions, and project references through appropriate marketing channels.F. Customer & Channel Relationship Management* Maintain regular communication with existing customers and partners.* Understand customer feedback and market requirements.* Resolve commercial or coordination-related issues in consultation with the concerned departments.* Ensure high customer satisfaction and encourage repeat business.* Develop key accounts and strategic channel relationships.G. Reporting & MIS* Maintain accurate records of leads, enquiries, quotations, orders, and channel partners.* Prepare weekly and monthly sales reports.* Track territory-wise and channel-wise performance.* Provide market intelligence and competitor updates to management.* Monitor sales targets, conversion ratios, and pipeline value.3. Key Performance Indicators (KPIs)*Number of new channel partners onboarded*Channel-wise sales achievement*Monthly / quarterly revenue generation*Number of qualified leads generated*Lead-to-order conversion ratio*New customer acquisition*Number of active channel partners*Territory-wise sales growth*Project enquiries generated*Customer retention and repeat business*Collection/payment follow-up support*Market coverage and customer visits4. Required Skills*Strong sales and business development skills*Excellent communication and negotiation skills*Channel partner management*Customer relationship management*Market research and competitor analysis*Presentation and product demonstration skills*Strong follow-up and coordination skills*Ability to understand basic technical aspects of industrial racking and warehouse storage systems*Good knowledge of MS Office / CRM software*Willingness to travel extensively across South India5. Educational Qualification1.Bachelor's degree in any discipline, preferably:2.Business Administration / MarketingMechanical / Civil / Industrial EngineeringSupply Chain / LogisticsArchitecture or related technical fields3.MBA in Marketing / Sales will be an added advantage.6. ExperienceExperience: 10 years in B2B sales, channel sales, industrial sales, warehouse solutions, material handling, storage systems, or related industries.Experience in racking systems, warehouse automation, logistics, industrial products, or material handling solutions will be preferred.7. TerritoryThe position will primarily cover:Tamil Nadu | Karnataka | Kerala | Andhra Pradesh | TelanganaThe candidate should be comfortable with frequent travel within the assigned territory.8. Preferred Candidate ProfileThe ideal candidate should be:*Result-oriented and target-driven*Strong in networking and relationship building*Proactive in identifying new business opportunities*Comfortable working with dealers and channel partners*Capable of independently managing a territory*Good at negotiation and commercial discussions*Willing to travel extensively*Able to coordinate effectively with cross-functional teams*Knowledgeable about industrial and warehouse markets