About the role
KEY RESPONSIBILITIES (DETAILED)
1.Channel Strategy &
Design:
• Create a differentiated GTM by
channel (Institutional/Project, Wholesale, Retail, E-Commerce).
• Define distributor segmentation,
geographic priorities, stocking norms, and margin structures.
• Implement route-to-market pilots
(hub-and-spoke, super-stockist models) to improve reach and reduce
cost-to-serve.
2. Distributor Management & Enablement:
• Recruit, onboard, and develop tiered
distribution partners with clear SLAs and performance-based incentives.
• Build distributor scorecards
covering sales growth, inventory turns, OSV (order size/value), and collection
metrics.
• Run distributor training programs on
product specs, installation best practices, and sales techniques.
3. Performance Management & Analytics:
• Implement MIS and dashboards for
territory performance, demand-sensing, and distributor KPIs.
• Use data to identify white spaces,
SKU rationalization, and channel-specific growth levers.
4. Working Capital & Collections:
• Define credit policy, credit limits,
and collection processes for distributors.
• Work with Finance to set up
distributor financing mechanisms or third-party dealer financing programs.
• Reduce DSO and optimize inventory
days across the channel ecosystem.
5. Logistics & Inventory Optimization:
• Drive inventory visibility across
warehouses and distributor stock via TMS/WMS integration.
• Partner with Supply Chain to
optimize lead times and minimize stock-outs for critical SKUs.
6. Export Channel Management:
• Define channel partners and
commercial terms for export markets (Europe, Australia, Africa).
• Coordinate with Export Head for
joint GTM, pricing, and compliance for overseas distributors and agents.
8. Cross-functional Collaboration:
• Align with Product, R&D, and
Quality teams on channel-focused product improvements.
• Work closely with Sales, Marketing,
and Finance to ensure integrated execution and reporting.
Requirements
ESSENTIAL SKILL SETS
• Channel Strategy & Distribution
Design
• Distributor Acquisition, Contracting & Enablement
• Working Capital & Collections Management
• Data-driven Sales Analytics & MIS
• Negotiation, Contract Management & Legal Acumen
• Experience with ERP/CRM/TMS systems (SAP, Salesforce, Blue Yonder etc.)
• Leadership & Change Management
DESIRED SOFT SKILLS
• Strong leadership and stakeholder
management
• Commercial orientation and result bias
• High emotional intelligence and cultural adaptability
• Coaching mindset and team development
• Problem-solving and process orientation