Channel Sales Manager

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: 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.