AGM / DGM Channel Sales & Distribution

Location: Chennai / Bengaluru / Pan India | Function: Sales & Business Development

Reporting to: Business Head / Chief Business Officer Product & Solutions Group

Role Objective

Lead the Pan-India (or International) Channel Sales & Distribution business driving revenue growth, market expansion, distributor/dealer productivity, channel profitability, and partner ecosystem development across IT Hardware, Printers, POS, Scanners, AIDC, and Mobility.

Seniority Bands

- AGM Channel Sales: 20–23+ years, Pan-India/multi-region or international channel leadership, significant distributor network ownership
- DGM – Channel Sales: 23–28+ years, proven business ownership at scale, large team leadership, strategic distributor relationships, significant P&L; responsibility

Key Responsibilities

- Develop and execute channel sales strategy (National or International); own revenue, profitability, market share, and volume targets
- Manage and expand relationships with national, regional, and large distributors/dealers/resellers across Tier 13 markets, or across international markets as applicable
- Drive new business acquisition and market expansion not just managing existing accounts, but actively bringing in new distributor/dealer partnerships and new revenue streams
- Drive partner productivity through JBPs, incentive structures, training, and performance reviews
- Own channel forecasting, pipeline management, inventory health, and receivables/DSO
- Lead channel pricing, discount, and scheme management; ensure pricing discipline and margin improvement
- Track market and competitor intelligence; feed insights to Product & Marketing teams
- Lead and mentor a large channel sales organization, including regional/national sales leaders
- Partner cross-functionally with Product, Marketing,



Supply Chain, Finance, and Service teams.

Key Performance Indicators Channel Revenue (National/International) • Primary & Secondary Sales Growth • Gross Margin/Contribution • New Business/New Partner Acquisition • Distributor & Dealer Network Expansion • Partner Productivity • Market Share Growth • Sell-through Growth • Channel Inventory & Ageing • Receivables/DSO • Forecast Accuracy

Must-Haves

- 20+ years overall experience, with minimum 10+ years leading channel/distribution businesses
- Proven experience managing National or International distributor, dealer, and reseller networks
- Strong new-business orientation — demonstrated track record of acquiring new partners/markets and growing revenue, not just maintaining an existing channel base
- Strong track record of delivering revenue and profitability targets
- Preferred industry background: IT Hardware, Printers, POS, AIDC, Scanners, Mobility, Consumer/Enterprise Electronics, Electricals, Office Automation, or Technology Products
- Strong understanding of primary/secondary sales, sell-through, channel inventory, and distribution economics
- Proven experience in distributor appointment and channel network expansion
- Robust exposure to pricing, commercial negotiations, channel schemes, and credit management
- Experience managing large sales teams and regional/national sales leaders

Preferred Companies to Source From (Direct Competitor Targeting) Lenovo • Dell • Acer • HP — actively targeting channel sales leaders from these organizations for their Pan-India/international distributor network experience in IT hardware and technology products.

Qualification

Bachelor's in Engineering, Business Administration, Commerce, or related field. MBA/PGDM in Sales, Marketing, or Business Management preferred.

📌 AGM or DGM Channel Sales and Distribution (Chennai)
🏢 FRobin Technologies
📍 Chennai