Description:

- Own and drive regional sales targets by building and sustaining a high-performance channel partner ecosystem

- Ensure strict implementation of the 5 Ka Dum daily structure for self and direct reportees; track visit discipline and field inputs through the OBL app

- Drive secondary sales by building pull at the retailer level through market activations, influencer engagement, and focused distributor support

- Lead monthly and quarterly sales forecasting and planning in coordination with zonal leadership

- Monitor and drive 100% collection efficiency, with specific focus on managing >90-day outstanding buckets and linking collection discipline to dealer incentive eligibility

- Capture ground-level insights to optimize trade schemes, pricing structures, product mix, and territory-specific strategies

- Conduct structured performance reviews with team members and coach for executional excellence and behavioral alignment

- Monitor competitive activity and prepare timely business intelligence reports to support agile responses and tactical moves

- Present detailed territory updates, sales dashboards, and key KPI reports to zonal leadership at defined intervals

Required Skills / Abilities:

Must have Domain Skills:

1. Channel Sales Management

- Proven ability to build, sustain, and grow a high-performing distributor/dealer network. Must have experience evaluating channel partner viability, including financial health checks, on-ground performance monitoring, and secondary sales activation. A strong record in partner retention and managing underperformance is essential.

2. Sales Planning & Forecasting

- Ability to translate regional potential into actionable sales targets and allocate them smartly across team members. Should have experience reviewing historical data, identifying seasonality and trends, and building forecasts aligned with market dynamics and production capacity.

Must have Soft Skills:

3. Team Working

Demonstrates a track record of building stable, engaged sales teams. Evaluated on:

- Retention and voluntary attrition within the team in the last 12 months

- Criteria used during hiring (e.g., cultural fit, performance history)

- Quality and consistency of reference checks

- Share of team members achieving 100%, 80%, and <60% of their targets

- Maturity shown in handling team exits or asking underperformers to resign

- Communication and reinforcement of incentive schemes especially ensuring team members actually benefit from them

4. Developing People

Actively invests in team growth through structured review mechanisms. Evaluated on:

- Whether regular performance reviews are held and how theyre structured

- Use of pre-review templates or self-assessments by team members

- Quality of feedback provided and follow-up actions taken

- How the manager builds credibility and earns respect as a coach and not just a supervisor

5. Entrepreneurial Mindset

Takes complete ownership of region-level growth. Demonstrated by:

- Judicious selection of channel partners based on market need and partner credibility

- Hands-on diligence in evaluating financial soundness and business ethics of partners

- Identifying reasons for partner churn in the past year and taking corrective actions

- Active monitoring and boosting of secondary sales through schemes, market activations, or on-ground presence

Good to Have Skills:

- Experience with launching new products or categories via channel partners

- Familiarity with using CRM/SFA tools to track team and channel performance

- Knowledge of commercial compliance and credit control at the regional level

- Conflict resolution within team or channel ecosystem

- Cross-functional coordination with supply chain, marketing, and finance

- Demonstrated history of mentoring a successor or internal promotion from within team

Education and Experience:

MBA/PGDM in Sales, Marketing, or Business Management is preferred, though strong graduates with relevant experience will also be considered. The ideal candidate will have 10 - 12 years of experience in channel sales - preferably in tiles, building materials, or related industries - with at least 3 - 5 years in a regional leadership role managing both team and distribution network performance.