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 explicit 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
• Cha

📌 Distribution Head (Delhi)
🏢 XpertReach
📍 Delhi