AGM or DGM Channel Sales and Distribution

AGM / DGM Channel Sales & Distribution

Location: Chennai / Bengaluru / Pan India | Function: Sales & Business Development
Reporting to: Business Head / Chief Business Officer Product & Solutions Group

Role Objective

Lead the Pan-India (or International) Channel Sales & Distribution business driving revenue growth, market expansion, distributor/dealer productivity, channel profitability, and partner ecosystem development across IT Hardware, Printers, POS, Scanners, AIDC, and Mobility.

Seniority Bands

• AGM Channel Sales: 20–23+ years, Pan-India/multi-region or international channel leadership, significant distributor network ownership
• DGM – Channel Sales: 23–28+ years, proven business ownership at scale, large team leadership, strategic distributor relationships, significant P&L responsibility

Key Responsibilities

• Develop and execute channel sales strategy (National or International); own revenue, profitability, market share, and volume targets
• Manage and expand relationships with national, regional, and large distributors/dealers/resellers across Tier 13 markets, or across international markets as applicable
• Drive new business acquisition and market expansion not just managing existing accounts, but actively bringing in new distributor/dealer partnerships and new revenue streams
• Drive partner productivity through JBPs, incentive structures, training, and performance reviews
• Own channel forecasting, pipeline management, inventory health, and receivables/DSO
• Lead channel pricing, discount, and scheme management; ensure pricing discipline and margin improvement
• Track market and competitor intelligence; feed insights to Product & Marketing teams
• Lead and mentor a large channel sales organization, including regional/national sales leaders
• Partner cross-functionally with Product, Marketing, Supply Chain, Finance, and Service teams.

Key Performance Indicators

Channel Revenue (National/International) • Primary & Secondary Sales Growth • Gross Margin/Contribution • New Business/New Partner Acquisition • Distributor & Dealer Network Expansion • Partner Productivity • Market Share Growth • Sell-through Growth • Channel Inventory & Ageing • Receivables/DSO • Forecast Accuracy

Must-Haves

• 20+ years overall experience, with minimum 10+ years leading channel/distribution businesses
• Proven experience managing National or International distributor, dealer, and reseller networks
• Strong new-business orientation — demonstrated track record of acquiring new partners/markets and growing revenue, not just maintaining an existing channel base
• Strong track record of delivering revenue and profitability targets
• Preferred industry background: IT Hardware, Printers, POS, AIDC, Scanners, Mobility, Consumer/Enterprise Electronics, Electricals, Office Automation, or Technology Products
• Strong understanding of primary/secondary sales, sell-through, channel inventory, and distribution economics
• Proven experience in distributor appointment and channel network expansion
• Strong exposure to pricing, commercial negotiations, channel schemes, and credit management
• Experience managing large sales teams and regional/national sales leaders

Preferred Companies to Source From (Direct Competitor Targeting)

Lenovo • Dell • Acer • HP — actively targeting channel sales leaders from these organizations for their Pan-India/international distributor network experience in IT hardware and technology products.

Qualification

Bachelor's in Engineering, Business Administration, Commerce, or related field. MBA/PGDM in Sales, Marketing, or Business Management preferred.