Senior Manager/Manager/Dealer - Channel Engagement - BFSI

Channel Engagement

The incumbent in the Channel Engagement team plays a crucial role in supporting the Business teams in their efforts to manage key dealers effectively. They work closely with Business teams, gather dealer insights, conduct research, gather feedback, develop tailored product offerings, design appropriate engagement programs, address common issues, and foster dealer engagement to achieve positive business outcomes for both the organization and its key dealers.

Responsibilities :

Cross-selling:

- This role will play a multifaceted role in implementing cross-selling opportunities and facilitating the development of tailored financial products.

- Coordinating with the L&D team to design comprehensive training for the field team and implement strategic plans to drive the adoption of these products at priority dealerships.

- Responsible for adoption of the additional financial products or services at priority dealerships, assess the profitability of these products by analyzing financial data, evaluating revenue generated, cost structures, and overall profitability to determine the financial impact of the additional products on the organization. Also, identifying areas for optimization and enhancement based on performance metrics and dealer feedback.

Common dealer goods management:

- Implementation of comprehensive product strategy and roadmap for digital products.

- Conducting market research, analyzing competitor offerings, gathering dealer insights, and collaborating with stakeholders to identify key requirements and market trends.

- Driving continuous optimization and enhancement efforts of digital products tailored to meet the needs of dealers and their salespeople (e.g.: dealer portal, salesman app, centralized dealer feedback channel).

- Collaborating with internal teams, to resolve issues, streamline processes, perform dealer profiling, and implement initiatives that drive operational efficiency and dealer satisfaction. Periodically review and adjust collaboration and optimization strategies based on evolving business goals and dealer needs.

Dealer engagement:

- Maintaining visibility with large dealers at the group level by driving collaboration across BUs.

- Identifying opportunities to deepen relationships with key dealerships by understanding their evolving needs, seeking feedback, and quick issue resolution to enhance dealer satisfaction and loyalty.

- Plan periodic dealer surveys to track the dealer feedback, health of the CHANNEL ENGAGEMENT program design, execution via BU teams, RCA of issues, development, and implementation of action plan in coordination with BU teams. Designing reward programs for all CHANNEL ENGAGEMENT dealers.

- Orchestrating the most appreciated reward practices of the industry across all BUs.

- Designing and organizing meetups, leadership meets, and other events in collaboration with the BUs to ensure regular dealer engagement. Facilitating digital marketing support for key dealers.

- Conduct market analysis from time to time and present the reports to the management.

- Plan and implement initiatives based on the industry and competitors trend analysis, and market dynamics that may impact key dealers.

- Focus on building long-term, mutually beneficial relationships with key dealers by planning initiatives to improve CAPS scores and to enhance customer satisfaction, loyalty, and overall success.

- Maintain detailed records of interactions, feedback, and issue resolutions with key accounts. Provide regular reports to your organization's leadership on CAPS score progress.

Professional Qualifications:

- MBA with 4 years of relevant work experience

- Experience of working in a B2B CHANNEL ENGAGEMENT role

- Exposure to multiple lending products