Job Description – Head – Distribution Sales

Function: Channel / Distribution Sales
Position: Head – Distribution Sales
Experience: 20+ Years
Location: Chennai
Reports To: Business Head / Head – Sales
Position Overview
We looking for an experienced Distribution & Channel Sales leader with 20+ years of experience in IT Hardware Products & Solutions, with proven experience in managing large-scale Pan-India distribution networks.
The incumbent will be responsible for driving primary and secondary sales, strengthening the distributor ecosystem, expanding channel reach and leading a large Pan-India channel sales organization.
Key Responsibilities
• Develop and execute the Pan-India Distribution & Channel Sales strategy.
• Drive primary and secondary sales across the national distribution network.
• Manage and strengthen relationships with 150+ primary distributors / channel partners.
• Drive business through a secondary ecosystem of 600+ dealers, resellers and channel partners.
• Develop channel expansion strategies to improve market penetration and geographic coverage.
• Own revenue, profitability, inventory and channel productivity targets.
• Lead and mentor a 15–40+ member Pan-India sales team.
• Develop distributor-wise business plans, targets and performance metrics.
• Drive partner acquisition, activation, retention and revenue growth.
• Build strong relationships with national and regional distributors, dealers, resellers, SI/VARs and other channel partners.
• Monitor sell-in, sell-out, inventory levels, channel schemes and market movement.
• Develop and implement channel incentive and partner engagement programs.
• Work closely with Marketing, Product, Supply Chain, Finance and Service teams to ensure channel effectiveness.
• Analyse market trends, competitor activity, pricing and channel dynamics.
• Conduct regular business reviews with distributors and internal stakeholders.
• Ensure accurate sales forecasting and pipeline visibility.
Required Experience & Skills
• 20+ years of overall experience in IT Hardware Products / Solutions sales.
• Minimum 5 years of Pan-India / National Channel or Distribution Sales experience.
• Proven experience managing 15–40+ member sales teams.
• Experience managing a primary network of approximately 150+ distributors.
• Experience managing / influencing a secondary network of 600+ dealers / resellers / channel partners.
• Strong knowledge of IT Hardware / PC / Laptop / Printer / POS / AIDC / Peripheral markets.
• Strong understanding of distributor economics, channel margins, inventory and sell-through.
• Proven track record of achieving large-scale revenue targets.
• Strong negotiation, relationship management and team leadership capabilities.
• Hindi proficiency is mandatory.
• Willingness to travel extensively across India.

Work arrangement
No