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 transparent 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

• Channel Strategy & Distribution Design

- 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 Management

DESIRED SOFT SKILLS

• Strong leadership and stakeholder management

- Commercial orientation and result bias
- High emotional intelligence and cultural adaptability
- Coaching mindset and team development
- Problem-solving and process orientation

📌 Distribution Head (Delhi)
🏢 XpertReach
📍 Delhi