JOB DESCRIPTION – SALES HEAD (DISTRIBUTOR DEVELOPMENT)
Position: Sales Head – Distributor Development
Reporting To: Director / Management
Purpose of the Role:
The Sales Head will be responsible for expanding Modigold's distribution network across India by appointing high-quality distributors, developing existing distributors, and driving primary sales growth. The role is focused on building long-term channel partnerships rather than direct retail selling.
Key Responsibilities:
- Distributor Appointment
- Identify potential distributors in target markets.
- Appoint new distributors as per company criteria and investment capability.
- Conduct market mapping before distributor appointment.
- Negotiate commercial terms and distribution agreements.
- Ensure timely onboarding and training of new distributors.
- Distributor Development
- Develop existing distributors and increase their monthly business.
- Help distributors expand their retailer network.
- Conduct regular business reviews with distributors.
- Support distributors in market planning and inventory management.
- Drive distributor engagement and relationship building.
- Business Development
- Achieve monthly and annual primary sales targets.
- Identify new market opportunities across states and districts.
- Develop state-wise expansion plans.
- Track competitor activities, pricing, schemes, and market trends.
- Channel Management
- Ensure distributors maintain adequate inventory levels.
- Monitor distributor payments and credit discipline.
- Improve distributor profitability and ROI.
- Resolve channel conflicts and territory-related issues.
- Sales Planning & Execution
- Prepare monthly sales plans and forecasts.
- Review distributor-wise sales performance.
- Work closely with marketing and operations teams for product launches and campaigns.
- Recommend schemes and promotional activities.
- Market Intelligence
- Gather market information from distributors and retailers.
- Track competitor products, pricing, and dealer schemes.
- Provide actionable market insights to management.
- Team Management
- Train and mentor sales executives and coordinators.
- Monitor daily sales activities and performance metrics.
- Conduct regular sales meetings and reviews.
Key Performance Indicators (KPIs)
Distributor Appointment:
- Number of distributors appointed per quarter.
- Quality of distributors appointed (investment, market reach, infrastructure).
- Number of recent districts/states developed.
- Monthly business generated from newly appointed distributors.
- Retail network expansion through distributors.
- 7-15 years of experience in channel sales and distribution management.
- Strong network in agriculture, plastics, industrial products, building materials, or related industries.
- Proven experience in appointing and managing distributors.
- Excellent negotiation and relationship management skills.
- Willingness to travel extensively.
- Strong analytical and business planning capabilities.
Expected Outcomes:
- Build a strong pan-India distributor network.
- Drive sustainable primary sales growth.
- Improve distributor engagement and profitability.
- Create scalable channel systems and processes.
- Establish Modigold as a preferred brand across key markets.