Job Summary:

We are looking for an experienced and dynamic Head of Sales based in Chennai. The incumbent will be responsible for driving revenue growth, strengthening the distribution network, establishing new channels, and expanding the company's presence across emerging and high-growth markets.

The ideal candidate should have a strong track record of building and scaling distribution channels across multiple geographies, entering new markets, developing channel partners, and managing large sales organizations of 4,000+ employees.

This role requires a strategic business leader who can combine sales leadership, distribution strategy, market expansion, channel development, and large-scale people management to deliver sustainable business growth.

Key Responsibilities:

Sales & Business Growth:

- Develop and execute the overall sales strategy in alignment with the company's business objectives.

- Drive revenue, volume, market share and profitability across existing and new markets.

- Identify emerging and high-growth markets and develop strategies for market penetration and expansion.

- Establish sales targets, business plans, budgets and performance metrics across regions.

- Continuously evaluate market trends, customer behaviour and competitive activity to identify growth opportunities.

- Drive expansion into new territories and strengthen the company's presence in existing markets.

Distribution & Channel Development:

- Lead the development and expansion of the company's distribution network across multiple locations and geographies.

- Design and implement effective distribution models based on market potential, customer segments and business requirements.

- Identify, appoint, develop and manage distributors, dealers, channel partners and other distribution stakeholders.

- Build new distribution channels from the ground up, including market identification, partner onboarding, infrastructure development and route-to-market strategy.

- Strengthen existing channels and improve distribution reach, productivity and profitability.

- Develop strategies to improve market coverage, product availability and channel productivity.

- Establish channel performance metrics and ensure achievement of distribution and sales objectives.

Emerging & Growth Markets:

- Identify and evaluate new markets with significant business potential.

- Develop go-to-market strategies for emerging and underpenetrated markets.

- Lead market-entry initiatives, including channel identification, partner development and sales team deployment.

- Build the business presence in new geographies and establish sustainable distribution ecosystems.

- Monitor market potential and develop region-specific strategies to accelerate growth.

Leadership & Team Management:

- Lead and manage a large-scale sales and distribution organization of 4,000+ employees.

- Build a high-performance sales culture focused on accountability, customer orientation and business results.

- Develop organizational structures, sales hierarchies and manpower plans aligned with business growth.

- Identify and develop high-potential talent and build a strong leadership pipeline.

- Set performance objectives and KPIs for regional and functional teams.

- Coach, mentor and develop sales leadership teams to improve productivity and execution.

- Drive employee engagement, retention and capability development across the sales organization.

Channel Partner Management:

- Develop strong and sustainable relationships with distributors, dealers and strategic channel partners.

- Establish channel policies, incentive structures and partner engagement programs.

- Monitor partner performance and take corrective measures where required.

- Ensure healthy channel economics while maintaining business profitability.

- Resolve channel conflicts and develop long-term partner relationships.

Business Planning & Governance:

- Prepare annual and long-term sales and distribution plans.

- Own sales forecasts, budgets and achievement against targets.

- Establish dashboards and MIS for tracking sales, distribution, market penetration and channel performance.

- Review regional performance and initiate corrective actions to address gaps.

- Work closely with Finance, Marketing, Operations, Supply Chain and other functions to ensure seamless business execution.

Key Performance Indicators (KPIs):

- Revenue and sales growth

- Market share growth

- Distribution reach and expansion

- Number of new markets - geographies established

- Number and productivity of channel partners

- Primary and secondary sales growth

- Distributor productivity and profitability

- Market penetration

- Sales team productivity

- Achievement against business targets

- Customer and channel retention

- Cost efficiency of the distribution network

Candidate Profile:

- 15+ years of overall experience in Sales, Distribution and Business Development, preferably in a large-scale BFSI, NBFC, Insurance or similar distribution-driven business.

- Proven experience in setting up and scaling distribution channels across multiple locations - geographies.

- Strong experience in creating new channels and developing Go-to-Market - Route-to-Market strategies.

- Demonstrated experience in entering and growing emerging and high-potential markets.

- Experience in building distribution networks from the ground up will be highly preferred.

- Should have managed a large sales and distribution organization of 4,000+ employees.

- Strong understanding of distributor - dealer management, channel economics and market expansion.