Regional Sales Head – Offline Distribution

Suggested experience: 6–12 years • Territory development

Role objective

Develop a commercially viable regional network for selling Repro's offline book selection to distributors, institutions, retailers and other physical sales channels.

Key responsibilities

- Develop a regional market plan, including priority cities, districts, segments and channel partners.
- Identify and appoint distributors, stockists, sub-distributors and regional sales partners.
- Build relationships with independent bookstores, bookshop chains, school and college bookstores, libraries, educational institutions and relevant retail outlets.
- Identify institutional buying opportunities and manage the sales pipeline from prospecting to order closure.
- Negotiate channel margins, order quantities, credit limits, territory coverage and return policies within approved parameters.
- Establish a repeatable field-sales cadence, including account visits, pipeline reviews and territory reporting.
- Coordinate with the supply team on assortment, stock availability, delivery schedules and replenishment.
- Monitor sell-in, sell-through where data is available,



outstanding receivables and channel inventory.
- Recruit and develop local sales representatives or channel partners as the territory scales.

Candidate profile
- Experience in regional sales, general trade, book distribution, educational sales or institutional B2B sales.
- A demonstrable network of distributors, retailers or institutional buyers in the assigned region.
- Strong territory planning, negotiation, collections and partner management skills.
- Comfortable with field travel, market visits and building a recent territory rather than merely maintaining established accounts.
- Ability to manage regional sales targets while controlling credit and inventory risk.

KPIs
- Regional revenue and contribution margin.
- Active distributors and productive retail/institutional accounts.
- Geographic coverage and account activation.
- Repeat-order rate and sales productivity per active account.
- Collections, overdue receivables and credit-limit compliance.
- Sell-through, inventory health and channel returns.

📌 Regional Sales Head (Noida)
🏢 Repro India
📍 Noida