Job Summary
The Channel Development Manager will be responsible for developing, expanding, and managing the company's dealer, distributor, and service partner network for 2-wheelers and 3-wheelers, including vehicle sales, after-sales service, and spare parts distribution.
The role focuses on improving market coverage, driving channel performance, and ensuring consistent brand standards across all partner outlets.
Key Roles / Responsibilities
Channel Development & Expansion:
Identify, recruit, and onboard new dealers, distributors, service centers, and spare parts outlets across assigned territories
Develop channel strategies to grow 2W and 3W vehicle sales, service uptake, and spare parts availability
Conduct market mapping to identify coverage gaps and expansion opportunities
Dealer & Partner Management:
Manage relationships with dealers, sub-dealers, service partners, and spare parts distributors
Set sales and distribution targets for vehicles, service, and spare parts
Monitor dealer performance and implement corrective actions where necessary
Ensure compliance with dealership agreements, pricing, and operational standards
Sales & After-Sales Support:
Support dealers in achieving sales targets for 2W and 3W products
Drive service revenue through authorized workshops and service partners
Ensure adequate spare parts stocking, availability, and proper inventory rotation
Coordinate promotions, campaigns, and dealer incentive programs
Training & Brand Standards:
Train dealers and service partners on product features, service standards, and spare parts usage
Ensure consistent brand representation across showrooms, workshops, and spare parts outlets
Support rollout of new models, parts, and service initiatives
Performance Monitoring & Reporting:
Track sales performance, service volumes, and spare parts movement across channels
Prepare regular reports on channel performance, stock levels, and market feedback
Provide insights on competitor activities, pricing, and market trends
Collaboration:
Work closely with Sales, After-Sales, Marketing, Logistics, and Finance teams
Support credit management, collections, and dealer account reconciliation where required
KPIs / Success Metrics
Growth in dealer and service partner network
Achievement of vehicle sales targets (2W & 3W)
Increase in service revenue and spare parts turnover
Dealer performance consistency and compliance
Market coverage and customer accessibility
Qualifications & Experience
Bachelor's Degree in Business Administration, Marketing, Engineering, or related field
5 - 8 years experience in channel sales or dealer management within the automobile industry
Strong experience with 2-wheelers and/or 3-wheelers, including service and spare parts operations
Proven track record in dealer network expansion and performance management
Key Skills & Competencies:
Strong dealer and relationship management skills
Solid understanding of automotive sales, after-sales service, and spare parts distribution
Negotiation, communication, and leadership skills
Data-driven decision making and reporting
Willingness to travel extensively within assigned regions