Distribution Development Manager

Job Description | Deputy Manager - Distribution Development (Delhi, UP, UK) 2W & 4W

Position Summary

• The Account Manager 2W & 4W is responsible for driving sustainable business growth within an assigned geography through Michelin's distributor-led go-to-market model. The role entails end-to-end management of distributor partners, dealer network development, sales operations and capability building of Distributor Sales Representatives (DSRs). The Account Manager acts as the face of Michelin in the market, balancing business development, customer relationship management, operational excellence, and people development to deliver profitable growth. The role requires a strong understanding of market dynamics, value-based selling, channel management and excellence in execution.

Key Responsibilities

1. Market & Territory Management – "Know Your Ground"

Develop a comprehensive understanding of the assigned market, including size, potential, dealer universe, customer segments and growth opportunities.

Continuously map and assess competitive landscape, including competitor products, pricing strategies, distribution networks, and go-to-market approaches.

Identify white spaces, market opportunities, and priority growth pockets to drive expansion to develop and maintain territory development plans.

Gather, analyze, and disseminate market and competitor intelligence to support business decisions.

2. Distributor & Dealer Network Management – "Know Your Customer"

Build strong partnerships with distributors and key dealers through regular engagement, business reviews and collaborative planning.

Understand customer needs, challenges, and opportunities, proactively addressing concerns while creating mutual value.

Lead distributor business planning, including primary sales, secondary sales, distribution expansion, inventory management, and SKU wise demand forecasting.

Drive dealer network expansion by identifying, evaluating, and onboarding new business opportunities (Eg. OE dealerships, garages, and other relevant channels)

3. Capability Building & Value Selling Excellence

Champion Michelin's value-selling approach across the distribution network.

Conduct regular field coaching and training for Distributor Sales Representatives (DSRs) to enhance selling effectiveness and market execution - Objection handling, Feature-Advantage-Benefit (FAB) selling & Competitive product comparisons

Train dealer personnel, including store managers, sales teams, and mechanics, on Michelin products, benefits, and customer value propositions.

Establish a "Train-the-Trainer" approach to build distributor capability and ensure scalable knowledge transfer.

4. Business Planning & Operational Excellence

Develop structured monthly, quarterly, and annual business plans with distributors and sales teams.

Drive dealer-wise secondary sales planning and execution.

Ensure effective management of inventory, stock norms, forecasting accuracy, and market coverage.

Develop and implement processes that improve sales effectiveness, distributor operations, and execution quality.

Monitor key business KPIs and implement corrective actions where required.

Analyze business trends and identify root causes of performance gaps to drive sustainable improvements.

5. Customer Value Management & Stakeholder Management

Develop and execute channel-specific activation programs and promotions to drive consumer preference and market share.

Leverage consumer insights and national brand initiatives to create impactful market programs.

Coordinate planning and execution with cross-functional teams including Marketing, Supply Chain, Finance, Customer Service, and Sales team of other business lines within Michelin in spirit of One Michelin

Influence stakeholders through data-driven recommendations and strong business rationale.

Key Success Measures

Primary & Secondary Sales Achievement | Distribution Expansion & Active Outlet Growth |

Market Share Growth | Product Mix & Premiumization | Dealer Productivity | Forecast Accuracy | Inventory Health | Capability Development of Distributor Teams | Execution of Training & Market Activation Programs |Customer Satisfaction & Distributor Engagement