Head - Channel Partner & Agency Development

Hiring for: Terentia Consultants

Role: Head - Channel Partner & Agency Development

Experience: 5 to 10 years

Location(s): Wadala, Mumbai

Salary: Up to INR 25

Role Overview

The Channel Partner & Agency Development Manager is responsible for building, managing, and expanding the company’s agency and channel partner ecosystem to drive business growth, market penetration, and revenue generation. The role focuses on identifying and onboarding new partners, strengthening long-term relationships, enabling partner success through training and operational support, and ensuring sustainable business performance through effective channel development strategies.

Key Responsibilities

1. Partner & Agency Network Expansion

• Identify, recruit, and onboard new agency partners, distributors, brokers, franchise partners, CA’s, CS’s Consultants, IFA’s and other channel associates in assigned territories.

• Develop a scalable, high-performing partner network to increase market reach and business penetration.

• Conduct market mapping, competitor analysis, and territory research to identify untapped opportunities.

• Drive strategic expansion initiatives aligned with company growth objectives.

2. Onboarding & Activation

• Manage end-to-end onboarding, documentation, and partner registration processes.

• Ensure smooth integration of partners into company systems, CRM platforms, and operational workflows.

• Activate newly onboarded partners and support them during initial business development and sales execution.

3. Relationship & Stakeholder Management

• Build and maintain strong relationships with agency owners, channel partners, distributors, and key stakeholders.

• Act as the primary point of contact for partner engagement, support, and issue resolution.

• Conduct regular business reviews, partner meetings, engagement programs, and performance discussions.

• Ensure high levels of partner satisfaction, retention, and long-term collaboration.

4. Sales & Business Development

• Drive revenue generation and business growth through agency and channel networks.

• Support partners in achieving sales targets, customer acquisition goals, and profitability objectives.

• Develop and implement channel sales strategies for market expansion and increased productivity.

• Monitor partner performance and implement corrective action plans for underperforming partners.

5. Partner Enablement & Training

• Conduct training sessions on products, sales techniques, compliance requirements, systems, and company processes.

• Provide field coaching, joint customer visits, and sales planning support where required.

• Ensure partners are updated on new products, campaigns, promotions, and business initiatives.

• Improve partner capability, engagement, and activation levels through continuous development programs.

6. Performance Monitoring & MIS

• Track agency and channel partner performance metrics and prepare periodic MIS reports.

• Analyze productivity, pipeline, revenue contribution, retention, and conversion ratios.

• Maintain accurate records in CRM systems and reporting dashboards.

• Generate insights and recommendations for improving channel effectiveness and business outcomes.

7. Operational Coordination

• Coordinate with internal departments including operations, marketing, finance, underwriting, and customer service for seamless partner support.

• Ensure timely resolution of operational issues, escalations, and partner queries.

• Support implementation of company initiatives and process improvements across the partner ecosystem.

8. Compliance & Governance

• Ensure all partners comply with company policies, contractual obligations, regulatory guidelines, and ethical business practices.

• Monitor documentation standards, operational compliance, and governance requirements.

• Maintain adherence to audit and risk management processes.

Key Performance Indicators (KPIs)

• Number of partners/agencies recruited and activated

• Revenue generated through channel and agency networks

• Partner productivity and profitability ratios

• Partner retention and engagement levels

• Market expansion and territory coverage

• Customer acquisition and conversion rates

• Training completion and activation effectiveness

• Compliance and operational adherence metrics

Qualifications & Experience

• Bachelor’s degree in business administration, Marketing, Commerce, or a related field.

• MBA preferred.

• 5–10 years of experience in channel sales, partner development, agency management, business development, or distribution network expansion.

• Prior experience in insurance, Mutual Funds (AMC), real estate.