National Head - Regional Distributor Channel - Telecom

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.