Role purpose:

Build and lead a pan-India Telecom Regional Distributor (RD) channel that takes our chosen consumer-electronics (CE) products to mobile-handset retailers at scale. Own channel revenue, distribution width, coverage depth and partner profitability, and turn the channel into a repeatable growth engine.

Key responsibilities:

1. Channel strategy and design:

- Define the RD channel model: RD - Sub-distributor / FOS - mobile retail counter, with clear roles, margins and service norms.

- Map India by state, district and town class (metro, Tier 1, 2, 3) and set the expansion roadmap for RD appointments and town coverage.

- Decide where RDs, super-stockists or direct-to-retailer coverage make most sense, market by market.

- Shape the channel price architecture, margin structure and scheme framework with Finance and Marketing.

- Own the P&L for the RD channel, ensuring profitability targets are met.

2. Distribution width and coverage:

- Manage and scale existing RDs in every target state; replace or restructure non-performers. Add new RDs for regions or states that are not adequately covered.

- Grow active billed counters, numeric distribution in top mobile outlets, and towns covered each quarter.

- Ensure every RD meets 3i norms: infrastructure (office, FOS, systems), investment (working capital, stock) and involvement (processes, review cadence).

- Set beat-plan, outlet-visit and outlet-productivity standards for the field team.

3. Sales delivery (primary, secondary, tertiary):

- Own the annual operating plan for the channel: primary billing, secondary sell-in to retail and tertiary sell-out to consumers.

- Run monthly and quarterly target setting by zone, RD and key outlet; review weekly.

- Keep channel inventory healthy (days of stock at RD and retail), with clean ageing and no channel stuffing.

- Plan launches of new products into the channel with Product and Marketing, including seeding, demo units and counter readiness.

4. Partner profitability and commercial governance:

- Make the RD business attractive: ROI, credit cycles, scheme settlement and claim turnaround.

- Own credit control, outstanding and DSO for the channel with Finance.

- Drive pricing discipline across channels; prevent cross-zone leakage and grey-market movement.

5. In-store visibility and sell-out:

- With Marketing, deploy counter branding, demo stations, POSM and dealer-engagement programs in priority outlets.

- Build a promoter / retail-associate model where it pays back, plus training for retailer sales staff on product demonstration.

- Run trade schemes, dealer meets and loyalty programs with measured ROI.

- Ensure rollout of affordability offers and ensure healthy usage of the same to drive sales.

6. Team, systems and reporting:

- Lead, coach and build the zonal team and the field structure below it (FOS, promoters).

- Implement a DMS / SFA tool for secondary and tertiary visibility, outlet geo-tagging and scheme tracking.

- Give the CEO a monthly channel review: sales, coverage, stock, partner health, competition and next-quarter plan.

- Track competitor moves in the mobile trade (schemes, margins, counter share) and respond fast.

Experience and qualifications:

- 12 - 18 years in sales and distribution, with at least 8 years in the Indian mobile-handset or telecom RD channel.

- Has built or scaled a national or multi-zone RD network, including appointing distributors in new territories.

- Has led zonal or regional managers and a large field team across multiple states.

- Strong command of channel finance: margins, schemes, credit and inventory.

- Experience with premium or demo-led CE categories (cameras, wearables, audio, accessories) is a strong plus.

- MBA preferred; graduate essential.

Competencies:

- Builder mindset: comfortable starting a channel from a small base.

- Network and credibility with top RDs and mobile retail chains across India.

- Commercial rigour and data-led reviews.

- Leads from the market: high travel, hands-on with partners.

- High integrity in scheme and credit handling.

- Demonstrates strong self-direction, operates effectively under ambiguity, and excels in a dynamic, startup-like environment.