Assistant Vice President (AVP) / Chief Business Officer (CBO) – Channel Business, AV & Display

We are looking for a seasoned channel business leader to drive and scale the Pan-India channel business for AV (Audio-Visual) and Display products. The ideal candidate will own the end-to-end channel strategy — from National Distributors (ND) down to Regional Distributors (RD) and Dealers — and will bring an established network and strong relationships across the AV/Display/IT hardware ecosystem in India.
Key Responsibilities
Own and drive the Pan-India channel sales strategy for AV and Display product lines (interactive panels, video walls, AV accessories, etc.)
Build, expand, and manage a multi-tier channel network comprising National Distributors, Regional Distributors, and Dealers across India
Achieve monthly/quarterly/annual sales targets and market share goals through the channel ecosystem
Onboard new National Distributors and Regional Distributors in untapped geographies; strengthen existing partnerships
Develop and execute dealer engagement, incentive, and loyalty programs to drive sell-out and channel stickiness
Design and implement channel policies — pricing, credit terms, stock norms, scheme structures, and ROI models for partners
Collaborate with Marketing to plan and execute channel promotions, dealer meets, product launches, and branding activities
Monitor primary and secondary sales, channel inventory, and receivables; ensure healthy channel hygiene
Lead, mentor, and manage a team of Regional Sales Managers/Area Sales Managers driving channel execution on ground
Conduct regular market visits, dealer meets, and RD/ND reviews to strengthen relationships and gather market intelligence
Track competition activity, pricing trends, and channel schemes; recommend counter-strategies
Work closely with Supply Chain/Operations to ensure product availability and timely fulfillment across the channel network
Report business performance, forecasts, and channel health to leadership on a periodic basis
Key Requirements
Experience
12–18+ years of overall experience in channel sales/distribution, with at least 5–7 years in a leadership role (AVP/GM/CBO level)
Proven experience in AV, Display, Consumer Electronics, IT Hardware, or related technology products
Demonstrated success in building and managing a Pan-India channel network across National Distributors, Regional Distributors, and Dealers
Strong existing relationships/connect with key NDs, RDs, and Dealers in the AV/Display/CE/IT space (existing channel network is a strong plus)
Experience managing a large, geographically distributed sales team
Skills & Competencies
Strong understanding of distribution/channel economics — margins, schemes, credit management, inventory turns
Excellent relationship management and negotiation skills
Strategic thinker with strong execution and on-ground orientation
Data-driven approach to sales planning, forecasting, and performance tracking
Strong leadership skills with experience managing large regional teams
Willingness to travel extensively across India
Education
Postgraduate in Business Administration, Sales & Marketing, or related field (MBA preferred)

Work arrangement
No