1. Purpose

Drive effective management of revenues from various channel partners (Regional Service Providers, Consolidators, FCCs, OSCs, etc.) across the region. Responsible for actively driving the entire cycle of channel development involving channel partner identification, start up support, capability development, revenue monitoring and undertaking corrective actions.

2. Key Responsibilities

Responsibilities

Strategic

·         Work closely with the Regional Sales Head, Regional Operations Head – Air Operations & Ground Operations to develop the overall channel partner development strategy in line with the overall organizational strategy

·         Drive identification of opportunities where channel partners can be introduced, with the aim of revenue generation and expansion of the geographical reach of Blue Dart services

Financial

Ensures the additions to RSP's, Consolidators, FCCs, etc. on a regular basis and analyze the financial benefits derived from the same

Operational

Support in the development of Standard Service Level Agreements (SLAs) for Regional Service Participants(RSPs) and work closely with the Legal team to develop contracts for themDrive identification of channel partners through field visits, references, etc. and take inputs from operations and sales team in all locations for the sameDrive the empanelment of channel partners as per the defined process, along with relevant departmentsTogether with Regional Operations Head support setup of RSPs in terms of facilities planning, facilities design, branding, initial operations planning & support, etc.Drive and develop initiatives to enhance revenues from other channel partners like FCCs, OSCs and Consolidators Monitor channel partner performance, in terms of revenue generations, sales, profits, etc. generated from them on a regular basis and take corrective actions, if any

People

Provide direction, guidance and support to subordinates to help them discharge their duties effectivelyMonitor the performance of subordinates on a continuous basis to identify key performers and mentor and coach them effectively

3. Key Result Areas and Key Performance Indicators

S. No

Key Result Areas

Key Performance Indicators

1.

Support in Reach enhancement

·   Support expansion into Tier 2 and Tier 3 cities as per plan (in terms of timely identification and empanelment of RSPs, FCCs, Consolidators etc)

·   Drive activities related to setup of channel partners (from a sales point of view) as per defined timelines

2.

Drive revenues from existing channel partners

·   Revenues from channel partners (RSPs, FCCs, Consolidators, OSCs)

·   Revenues from new RSPs

3.

Drive sales capability building of channel partners

·   Conduct/ delivery of sales training programs for indirect employees (i.e. employees in channel partners) as per plan

·   Conduct of training/ capability building programmes for indirect employees (i.e. employees in channel partners) for rollout/ launch of new products or new processes

·   % coverage of indirect employees (i.e. employees in channel partners) (as per plan) in terms of conduct of sales training programmes

4.

Ensure Performance Driven Culture

·   Adherence to Performance Management system timelines and guidelines

5.

Employee engagement and retention

·   Employee Satisfaction Score of employees in the team

·   % attrition in the team