National Sales Head(Channel Sales)

4 weeks ago

Hyderabad, Telangana, India Thoughtwater Consulting Full time
About Company

Established in 1986, our client is a pioneer and leading manufacturer of commercial refrigeration appliances in India. They were among the first in the country to introduce CFC-free refrigeration solutions.

Driven by innovation, they continuously develop products to meet evolving business needs. Their Hyderabad-based manufacturing facilities produce over 400,000+ units annually. With 13 branches and 120+ business partners, it has a strong presence across India and beyond.

Job Description

We seek a dynamic national sales head to drive our channel distribution sales strategy PAN-India and strengthen our dealer and distributor network.

Key Responsibilities
  • Channel Distribution (PAN-India):
    • Develop and execute a comprehensive channel distribution strategy to expand market reach across all five zones (North, South, East, West, and Central India).
    • Build and strengthen relationships with distributors, dealers, stockists, and channel partners to ensure seamless sales execution.
    • Identify and onboard new channel partners while optimizing the performance of existing ones.
    • Define and implement sales policies, pricing strategies, and discount structures for the channel distribution network.
    • Drive sales volume, revenue growth, and market share expansion through an effective dealer/distributor-driven model.
  • Sales Leadership & Team Management:
    • Lead a high-performing zonal/regional sales team and ensure strong execution of sales plans.
    • Set clear sales targets and KPIs for different regions and monitor performance against business goals.
    • Train, coach, and mentor the sales team to enhance productivity and effectiveness in channel sales management.
  • Market Expansion & Competitive Strategy:
    • Identify emerging market opportunities and establish new territories through channel expansion.
    • Analyse competitor strategies and market trends to devise counter-sales strategies.
    • Work closely with marketing, product, and supply chain teams to ensure the right product mix and stock availability in different regions.
    • Develop and execute channel partner engagement programs to drive loyalty and higher sell-through rates.
  • Operational & Financial Excellence:
    • Drive ROI-focused channel programs ensuring distributors and dealers remain profitable and aligned with company objectives.
    • Ensure efficient demand forecasting and inventory planning to prevent stockouts or overstocking at distributor points.
    • Implement digital and data-driven tools for tracking sales, partner performance, and market penetration.
    • Optimize credit control, collections, and receivables management with distributors and channel partners.
Qualifications & Requirements
  • Education: Full-time MBA from a Tier 1 or Tier 2 institute.
  • Experience: 10-15 years in channel distribution sales within the appliance industry (Deep Freezers, Refrigeration, Home Appliances, etc.).
  • Exposure: Must have handled at least two zones (East, West, North, South, Central).
  • Candidates with experience in only one or two states will not be considered.
  • Current Position: Zonal Head / National Sales Head

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