Head - Distribution Development - Wires & Cables/FMEG/FMCG/Building Materials

Profile:

Experience: 15-18 Years in Channel Sales, Market expansion, GTM strategy

Preferred previous role: National Sales Head, VP Sales, Head Channel Development

Background: Wires and Cables, FMEG, FMCG, Building Materials (Paints, Adhesives, Cement etc)

Key skills : Strategic thinking, Analytics, Sales Development, Stakeholder management

Roles and Responsibilities:

- Laying the roadmap for the Channel Development Team encompassing the pillars of distribution development, retail expansion, enhancing loyalty with influencers and overall productivity of the system

- Defining the KPIs with quantified metrics for each of the pillar heads - Distribution Development, Engagement and activation, and Firex transformation

- Alignment of Zonal Heads and interventions wherever required on the key initiatives being driven

- Collaborate with the marketing function for defining the right mix of BTL and ATL requirement for each geography, engagement meet and product

- Validate asset allocation per state for engagement initiatives

- Performance management and governance mechanism of all the KPIs being driven by the Channel development team

- Regular reviews with the management on the progress of each initiative, impact on spends and effectiveness

- Identifying the digital tools required for driving effectiveness and sales team enablement

- Collaborative effort of Expansion, Engagement and Extraction to gain share in weak markets

- Benchmark the best industry practices across different pillars and enable the same for RR Kabel

- Hiring the right talent for the Channel Development Team for execution and driving initiatives

KPI's:

- Overall growth from expansion and extraction - Target v/s achievement

- Effectiveness of engagement activities

- Spends optimisation

- Product mix - Impact on sales of Firex and other NPDs

- Market share gain - PAN India and weak markets