Manager-Channel Sales and Distribution

1. Job Purpose

To establish, expand, and manage the Dash Cam distribution business across India by developing a strong distributor and dealer network, driving primary and secondary sales, expanding market reach, and achieving revenue and profitability targets.

The role requires a proactive, target-oriented professional capable of building distribution channels from the ground up and scaling the business across multiple geographies and customer segments.

2. Key Responsibilities

A. Distribution Network Development

• Identify, appoint, onboard, and activate distributors, dealers, and channel partners across assigned territories.
• Develop and expand the distribution network across India.
• Define distributor territories, sales targets, margins, and business plans.
• Ensure channel partners maintain adequate inventory and working capital.
• Monitor distributor performance and take corrective action where required.

B. Sales & Revenue Growth

• Achieve monthly, quarterly, and annual sales and revenue targets.
• Drive primary sales to distributors and secondary sales through dealers and end customers.
• Develop and execute territory-wise sales strategies.
• Generate business opportunities across bus, truck, taxi, school bus, corporate fleet, and commercial vehicle segments.
• Monitor market trends, competitor pricing, and sales performance to maximize business growth.

C. Channel Expansion & Activation

• Identify untapped markets and develop new business territories.
• Appoint dealers, retailers, and installation partners under the distribution network.
• Improve product availability, visibility, and market penetration.
• Develop and maintain a trained network of Dash Cam installation partners.

D. Distributor Relationship & Performance Management

• Conduct regular distributor reviews and track sales performance.
• Monitor inventory, stock ageing, sell-through, and outstanding payments.
• Ensure compliance with company pricing, credit, and channel policies.
• Resolve channel conflicts and pricing-related issues.
• Support distributors through product training, sales enablement, and marketing initiatives.

E. Key Account & Institutional Sales

• Work closely with the sales team to develop fleet and institutional business opportunities.
• Build relationships with fleet operators, OEMs, body builders, transport companies, and system integrators.
• Identify and convert bulk Dash Cam deployment opportunities.
• Support strategic partnerships to accelerate market penetration.

F. Market Intelligence & Business Planning

• Track competitor products, pricing, features, promotions, and distribution strategies.
• Provide market feedback to support product development and pricing decisions.
• Prepare sales forecasts, territory plans, and management reports.
• Recommend initiatives to improve market share, channel productivity, and business profitability.

3. Candidate Profile

• Graduate or MBA in Sales and Marketing or a related discipline.
• 510 years of experience in distribution, channel sales, or business development.
• Experience in Dash Cams, GPS, telematics, automotive electronics, mobile phone distribution, auto accessories, or fleet technology is preferred.
• Proven track record of distributor appointment, channel development, and revenue growth.
• Strong distributor and dealer network with the ability to establish new market channels.
• Good understanding of primary sales, secondary sales, dealer activation, and channel economics.
• Strong negotiation, relationship management, and business development skills.
• Experience in collections, credit management, and sales forecasting.
• Willingness to travel extensively across India.
• Ability to work independently, build teams, and deliver aggressive business targets.

4. Key Competencies

• Distributor and dealer network development
• Channel sales and distribution management
• Territory expansion and market penetration
• Revenue growth and target achievement
• Negotiation and stakeholder management
• Secondary sales and channel activation
• Collections and credit control
• Market intelligence and competitor analysis
• Business planning, forecasting, and reporting
• Team leadership and execution

5. Key Performance Expectations

• Build and expand a productive Dash Cam distribution network across India.
• Drive consistent month-on-month growth in primary and secondary sales.
• Develop new territories and increase channel partner productivity.
• Improve product availability and market penetration across target segments.
• Ensure healthy collections, inventory management, and channel profitability.
• Work toward building a distribution network capable of delivering 5 crore+ in monthly Dash Cam sales, scaling progressively in line with the company's business strategy.

6. Compensation & Benefits

• CTC: 30 LPA onwards, depending on experience, industry exposure, and suitability for the role.
• Performance Bonus: Eligible for a performance-linked bonus based on achievement of predefined sales targets, revenue growth, distribution expansion, and other agreed KPIs.
• Perquisites & Benefits: As per company policy.

The performance bonus will be governed by the company's applicable incentive policy and mutually agreed performance parameters.

7. Ideal Candidate Profile

We are looking for a proactive, commercially driven go-getter who can build a distribution business rather than simply manage existing distributor relationships. The ideal candidate should have the ability to open new territories, establish channel partnerships, drive secondary sales, and deliver sustainable revenue growth in a competitive market.