Channel Sales Manager

Tricog Health · India

Job Description: Channel Manager – Echo Business

Location: Bangalore

Role Overview: We are looking for a Channel Manager – Echo Business to expand our Echocardiography/Ultrasound distributor network across India. Based in Bangalore, your primary focus will be to hunt, evaluate and onboard high-performing distributors as strategic Channel Partners. In this role, you will drive top-of-funnel lead generation through channel partners and hand off Sales Qualified Leads (SQLs) to Zonal Managers for conversion and closure.

Key Roles & Responsibilities:

1. Distributor Onboarding & Channel Hunting (Primary Mandate)

• Proactively identify, target and recruit high-potential distributors and dealers within the Ultrasound/Echo domain across key pan-India territories.
• Evaluate partner capabilities, financial standing, market reach and reputation.
• Negotiate agreements and build value propositions that motivate partners to prioritize our products.
• Develop joint business plans with newly onboarded partners, setting clear sales targets, expectations and enablement strategies.

2. Lead Generation & Funnel Development

• Leverage channel partner networks to drive consistent top-of-funnel demand generation for the Echo product line.
• Systematically qualify leads generated through the channel network and hand off high-intent Sales Qualified Leads (SQLs) to Zonal Sales Managers (ZMs) for execution, product demonstrations and closure.
• Maintain rigorous tracking of lead velocity, distributor-led inquiries and conversion pipelines through the CRM.

3. Channel Enablement & Engagement

• Conduct regular product training, market positioning sessions and sales enablement workshops for distributor sales teams.
• Maintain strong, trusted relationships with principal stakeholders across partner organizations to secure long-term loyalty and mindshare.
• Resolve channel conflict proactively and ensure smooth coordination between distributors, internal logistics and regional sales teams.

4. Market Intelligence & Travel:

• Travel extensively across target regions to meet potential partners, assess market dynamics and support field-level lead-generation activities.
• Gather competitive intelligence on market pricing, competitor channel structures and product positioning within the Echo/Ultrasound space.

Qualifications & Skills Required:

1. Educational Qualification:

• Bachelor’s Degree in Biomedical Engineering, Science, Biotechnology, or a related technical discipline.
• MBA / Post Graduate Diploma in Management (PGDM) in Marketing, Sales, or General Management is desirable.

2. Experience:

• 6 to 8 years of core experience in channel management, distributor network expansion, or business development specifically within the Ultrasound / Echocardiography modality.
• Proven track record of hunting and onboarding new distributor networks in the Indian medical equipment market.

3. Functional & Technical Competencies:

• Knowledge of the Indian Ultrasound/Echo market landscape, key regional distributors and clinical customer dynamics (Cardiologists, Radiologists, Sonographers).
• Strong understanding of channel economics, margin structures, dealer incentives and partner enablement strategies.
• Familiarity with sales metrics, lead-to-SQL conversion funnels and CRM platforms.

4. Soft Skills & Operational Requirements:

• Exceptional negotiation, persuasion, and partner relationship management skills.
• Strong communication and presentation skills (verbal and written).
• Self-motivated with an aggressive "hunter" mindset.
• Open to extensive travel across Pan-India territories.