Head - Distribution Development - Industrial Segment

A) Key purpose of the role:

Leads all Aspects of Industry Business Distributor Development Strategy across Industry segments in line with IB Growth Strategy & Business Objectives

B) Profile of the job holder :

- Graduate in Engineering with MBA in Marketing (preferred).

- Should have 8-12 years' experience out of which 5+ yrs. in channel sales.

- Functional Competencies: Strategic mindset, Business Acumen, Strong process & system orientation, Project Management Expert and analytical

- Behavioral Competencies: Creative thinking, Futuristic approach, Pragmatic, networking skills

- Ecommerce experience will be advantageous

C) Key Responsibilities:

- Develop strategy for Distribution Development to achieve profitable business growth, market penetration & reach.

- Develop go to market strategy: Rationalization of network, unleashing full potential of the market and identify and map appropriate mediums to serve these markets.

- Leverage technology, automation and digitization to enhance distributor experience, increase reach through Last mile delivery and create future ready business model.

- Develop innovative & effective programs (Marcom, events, Loyalty, reward & recognition) in line with the overall strategy

- Drive efficient implementation all the programs to achieve the desired results

- Create a robust review & audit mechanism to ensure hygiene & compliance at all times

- Create a development road map for the Distribution Development team: Identify future competency needs of the team, create & drive IDPs.

- Drive implementation of new channel sales ( eg. Ecommerce, Retail network) for Industrial distribution

D) Key interfaces Internally

- Distributor Organization and CS team.

- Business Development, Product & Service Teams

- Legal

- Marketing & Communication

- Controlling & Finance

- Human Resources

E) Key interfaces Externally

- Authorized Industrial Distributor Organization

- Agencies & Consultants