
Head of Mass Distribution Strategy
22 hours ago
Job Summary:
- Develop and execute a comprehensive mass distribution strategy, collaborating closely with the Sales Director.
- Achieve Gross and Net Acquisition targets for the distribution channel within the assigned territory.
- Drive market leadership by growing revenues and market share while adhering to corporate policy guidelines.
- Formulate and implement an effective distribution channel strategy to enhance trade advocacy (TSAT) / Retailer NPS, sustainable reach, coverage, and geographical footprint.
- Establish a mechanism for gathering competition intelligence-based insights to protect base subscribers and increase revenue.
Key Responsibilities:
Strategic:- Contribute inputs to the overall sales strategy to drive profitability in the distribution channel.
- Set ambitious targets for the Distribution channel covering business and distribution KPIs (Gross, GAS, Distribution UAO, DURO, Revenue etc). Deliver sales targets for all products by ongoing monitoring and reviews of the Distribution channel.
- Develop channel expansion strategies by evaluating distribution coverage, penetration, and performance.
- Plan new product launches in the distribution channel with the circle Sales and Marketing Heads.
- Meet circle revenue targets for the distribution channel across all products and brands.
- Expand the distribution network by appointing and monitoring partners in new and existing areas.
- Collaborate with the Sales Director to decide on COCA/incentive plans for channel partners and monitor their effectiveness.
- Implement national initiatives at the circle level.
- Plan and monitor SIP targets alongside the SEM Head.
- Identify development areas and recommend training programs/interventions for distribution staff.
- Work with the SEM team to develop training programs for internal sales teams and distributors for new products and initiatives.
- Identify underperforming team members along with the SEM team and provide guidance and mentorship as needed.
- Share best practices within the circle and other circles.
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