KEY RESPONSIBILITIES (DETAILED) 1. Channel Strategy & Design: • Create a differentiated GTM by channel (Institutional/Project, Wholesale, Retail, E-Commerce). • Define distributor segmentation, geographic priorities, stocking norms, and margin structures. • Implement route-to-market pilots (hub-and-spoke, super-stockist models) to improve reach and reduce cost-to-serve. 2. Distributor Management & Enablement: • Recruit, onboard, and develop tiered distribution partners with clear SLAs and performance-based incentives. • Build distributor scorecards covering sales growth, inventory turns, OSV (order size/value), and collection metrics. • Run distributor training programs on product specs, installation best practices, and sales techniques. 3. Performance Management & Analytics: • Implement MIS and dashboards for territory performance, demand-sensing, and distributor KPIs. • Use data to identify white spaces, SKU rationalization, and channel-specific growth levers. 4. Working Capital & Collections: • Define credit policy, credit limits, and collection processes for distributors. • Work with Finance to set up distributor financing mechanisms or third-party dealer financing programs. • Reduce DSO and optimize inventory days across the channel ecosystem. 5. Logistics & Inventory Optimization: • Drive inventory visibility across warehouses and distributor stock via TMS/WMS integration. • Partner with Supply Chain to optimize lead times and minimize stock-outs for critical SKUs. 6. Export Channel Management: • Define channel partners and commercial terms for export markets (Europe, Australia, Africa). • Coordinate with Export Head for joint GTM, pricing, and compliance for overseas distributors and agents. 8. Cross-functional Collaboration: • Align with Product, R&D, and Quality teams on channel-focused product improvements. • Work closely with Sales, Marketing, and Finance to ensure integrated execution and reporting. Requirements ESSENTIAL SKILL SETS • Channel Strategy & Distribution Design • Distributor Acquisition, Contracting & Enablement • Working Capital & Collections Management • Data-driven Sales Analytics & MIS • Negotiation, Contract Management & Legal Acumen • Experience with ERP/CRM/TMS systems (SAP, Salesforce, Blue Yonder etc.) • Leadership & Change Management DESIRED SOFT SKILLS • Strong leadership and stakeholder management • Commercial orientation and result bias • High emotional intelligence and cultural adaptability • Coaching mindset and team development • Problem-solving and process orientation