Job Description: Head - Distribution/Channel Sales

Reports to: Head of Sales

Purpose: To Lead the Channel sales across the Country.

Place Chennai.

Level Sr Manager (Internal)

Job Summary:

To manage the distribution channel & sales force across the country, deliver topline, with the objective to maximise sales of company products within budgets.

Accountability

- Manage distribution Channel sales across the country with right product mix, with P&L accountability.

- Identify, select, appoint partners, decide incentives & implement promotional programs.

- Ensure adequate customer funnel size to meet revenue objectives @ National level.

- Design & support Marketing activities @ point of sales.

- Provide feedback on market/customer requirement in order to support product creation.

- Ensure Legal compliance / statutory requirements across regions.

Key Responsibilities:

Strategic:

- Plan new Initiatives, design of delivery models, work with senior management; participate in developing business strategies and goals. Generate ideas about future channel / modern trade to ensure a cutting-edge strategy; maintain up to date information of the market place, competitors and trends and develop strong market awareness.

Operations:

- Planning & Control (Primary role):

Determine market demand/sales velocity/channel stocking/sales productivity, provide support and guidance to achieve acceptable levels, provide inputs for business group and unit level planning in order to maximize sales with optimum resource utilization.

- Demand Creation (Primary role):

Ensure the distribution width and depth is augmented in terms of geography and number of partners, build distribution width for new products, ensure retail programs are run and point of sale material is used effectively to influence customers at point of sale to maximize availability.

- Sales Interface (Primary role):

Manage sales through channel at optimum cost, review quality of materials available at the shelf, enable replacement as necessary, from sales accounting in order to maximize sales.

- Process Audit & Compliance

Ensure process and Audit compliance.

Continue and improve up the digital process initiatives of the company.

- People Management (Primary role):

Recruit/induct/deploy manpower, ensure implementation of training programs, set, objectives/track performance/ guide progress of team members, resource and reallocate manpower to ensure development/ growth and optimum utilization of human resources.

- Customer Support (Supportive role):

Work in close coordination with customer support team to ensure CSAT

- Brand Management:

Work in close coordination with marketing / In house team to ensure Brand visibly & protection.

Job Knowledge, Skill Sets and Experience required:

Job Knowledge:

- National Channel Sales exposure, should have worked at least in 2 regions (south + one more).

- Should have handled around 150 Crs of Business and a team of 20+

Skill Sets

- Planning, budgeting, Analytical and cost management experience.

- Cost of Sales, Budget, Channel program Implementation (product mix)

- Product pricing negotiation with partner/customers/SI customers.

- Key role in deciding new product launch.

- Employee & Channel incentive program to motivate sales.

- Ability to lead effectively in a demanding, fast paced, team environment.

- Demonstrate ability to be self-motivated and take initiative.

- Excellent Sales and people management skills.

- Good listening, communication and presentation Skills

- Good organizational skills, time management

- Outstanding interpersonal and communication skills.

- Good attention to detail.

Experience

- Engineering with MBA, 10 to 15 years of experience.

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