Distribution Head
XpertReachDelhi, DL, in9 hours ago
Job type
- Quick Apply
Job descriptionRecruit, 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. 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. 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. 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. 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. 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. 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 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 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
Job Description
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 :
3. Performance Management & Analytics :
4. Working Capital & Collections :
5. Logistics & Inventory Optimization :
6. Export Channel Management :
8. Cross-functional Collaboration :
Requirements
ESSENTIAL SKILL SETS
DESIRED SOFT SKILLS
Requirements
ESSENTIAL SKILL SETS
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Distribution • Delhi, DL, in
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