Distribution Sales Manager (Pan India)

Purpose / Mission:

As the Head of Channel & Distribution Sales, you will lead and drive strategic business partnerships across the Field Accounts channel, encompassing multibrand distribution and retail partners Pan India. You will own the end-to-end responsibility for achieving sales targets, managing account and portfolio profitability, market share growth, and fostering strong relationships with partners and stakeholders across 1200+ retail doors nationwide.

Your leadership will be critical in driving brand leadership, business development for new partners, and expanding the portfolio footprint across key strategic accounts. You will also ensure effective sell-in, aggressive space acquisition, and high-quality business growth aligned with brand priorities, working closely with cross-functional teams and senior leadership.

Key Responsibilities:

Sales & Business Development

• Drive revenue growth by developing and executing robust sales strategies across the Pan India distribution and retail channels.
• Own and deliver monthly, quarterly, and annual sell-in targets; build and implement effective Open-to-Buy (OTB) plans for Field Accounts.
• Identify and onboard new distribution and retail partners to expand the portfolio footprint and market coverage.
• Collaborate with partners to drive sell-out, collections, and business performance through regular market visits and strategic influence.

Channel & Distribution Management

• Lead the formulation and execution of door-by-door strategies with partners and regional teams, focusing on aggressive acquisition of prime shelf and store space.
• Monitor and optimize channel profitability, P&L, and trade terms compliance across Pan India accounts.
• Use deep market insights and competitor analysis to adapt business plans, maintaining brand leadership and competitive advantage.

Leadership & Team Management

• Build, inspire, and lead a high-performing regional team of field account managers, fostering a culture of accountability, growth, and excellence.
• Drive employee engagement through coaching, target setting, performance management, and succession planning.

Stakeholder Management & Reporting

• Act as the key strategic liaison between the brand, distribution partners, retail accounts, and internal cross-functional teams including finance, marketing, and supply chain.
• Ensure timely and accurate reporting of sales performance, forecasts, market trends, and compliance with trade policies to senior leadership.

Professional Experience & Skills:

• Minimum 12+ years of experience in sales and distribution leadership roles with demonstrated success in managing Pan India channels.
• Proven track record of driving revenue growth, profitability, and market share in sporting goods, apparel, footwear.
• Strong leadership experience with 3-5 years managing diverse and geographically spread sales teams.
• Expertise in channel sales, distribution strategy, key account management, and business development.
• Solid financial acumen with experience managing P&L, trade terms, and collections.
• Proficient in MS Excel, PowerPoint, and data-driven sales analytics.
• Excellent communication, negotiation, and stakeholder management skills.

Educational Qualifications:

• MBA in Business or Marketing from a reputed B-School.