Distribution Head - Cable & Conductor Division

Description:

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 clear 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.

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