Distribution Head

7 days ago

Delhi India XpertReach Full time ₹ 12,00,000 - ₹ 36,00,000 per year

KEY RESPONSIBILITIES (DETAILED)1.     Channel Strategy &Design:   • Create a differentiated GTM bychannel (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 reducecost -to -serve. 2. Distributor Management & Enablement:   • Recruit, onboard, and develop tiereddistribution partners with clear SLAs and performance -based incentives.    • Build distributor scorecardscovering sales growth, inventory turns, OSV (order size/value), and collectionmetrics.    • Run distributor training programs onproduct specs, installation best practices, and sales techniques.3. Performance Management & Analytics:   • Implement MIS and dashboards forterritory 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 updistributor financing mechanisms or third -party dealer financing programs.    • Reduce DSO and optimize inventorydays across the channel ecosystem. 5. Logistics & Inventory Optimization:   • Drive inventory visibility acrosswarehouses and distributor stock via TMS/WMS integration.    • Partner with Supply Chain tooptimize lead times and minimize stock -outs for critical SKUs. 6. Export Channel Management:   • Define channel partners andcommercial terms for export markets (Europe, Australia, Africa).    • Coordinate with Export Head forjoint GTM, pricing, and compliance for overseas distributors and agents. 8. Cross -functional Collaboration:   • Align with Product, R&D, andQuality teams on channel -focused product improvements.    • Work closely with Sales, Marketing,and Finance to ensure integrated execution and reporting.RequirementsESSENTIAL SKILL SETS• Channel Strategy & DistributionDesign • 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 ManagementDESIRED SOFT SKILLS• Strong leadership and stakeholdermanagement • Commercial orientation and result bias • High emotional intelligence and cultural adaptability • Coaching mindset and team development • Problem -solving and process orientation

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