Head - Distribution Development - Wires & Cables/FMEG/FMCG/Building Materials

• Profile:
• Experience: 15-18 Years in Channel Sales, Market expansion, GTM strategy
• Preferred previous role: National Sales Head, VP Sales, Head Channel Development
• Background: Wires and Cables, FMEG, FMCG, Building Materials (Paints, Adhesives, Cement etc)
• Key skills : Strategic thinking, Analytics, Sales Development, Stakeholder management
• Roles and Responsibilities:

• Laying the roadmap for the Channel Development Team encompassing the pillars of distribution development, retail expansion, enhancing loyalty with influencers and overall productivity of the system
• Defining the KPIs with quantified metrics for each of the pillar heads - Distribution Development, Engagement and activation, and Firex transformation
• Alignment of Zonal Heads and interventions wherever required on the key initiatives being driven
• Collaborate with the marketing function for defining the right mix of BTL and ATL requirement for each geography, engagement meet and product

• Validate asset allocation per state for engagement initiatives
• Performance management and governance mechanism of all the KPIs being driven by the Channel development team
• Regular reviews with the management on the progress of each initiative, impact on spends and effectiveness
• Identifying the digital tools required for driving effectiveness and sales team enablement
• Collaborative effort of Expansion, Engagement and Extraction to gain share in weak markets
• Benchmark the best industry practices across different pillars and enable the same for RR Kabel
• Hiring the right talent for the Channel Development Team for execution and driving initiatives

KPI's:

• Overall growth from expansion and extraction - Target v/s achievement
• Effectiveness of engagement activities
• Spends optimisation
• Product mix - Impact on sales of Firex and other NPDs
• Market share gain - PAN India and weak markets