CEAT - National Manager - Distribution Channel

National Channel Manager (Distribution Channel)

- Focus on enabling and developing distributors to make them effective channel partners.

- Continuous channel partner engagement through structured funnel and business management process using distribution management standard work.

- Meets assigned targets for profitable sales volume and strategic objectives in assigned markets through channel partners.

- Distribution & Coverage expansion. Incumbent needs to evaluate distribution model, and design an exhaustive distribution and coverage plan, for the region, with detailing done till village level

- Improving sales team effectiveness. Position is also responsible for improving sales team effectiveness, by building redistribution strengths. He or She needs to have a proper training and review process to improve Productive Calls, Total Lines Sold, ECO (effective coverage) etc..

- Work closely with DBRs to develop an annual plan for promotions and advertising campaigns.

- Executing BTL/LSP activities for the region. He / She will also be responsible to implement all BTL activities and sales promotional activities in the region. Ownership of regional budgets and its utilization is part of this role.

- Ensure that DBRs have access to appropriate stock levels to meet the additional demand generated by promotions.

- Conducts quarterly business reviews, agree on appropriate call cycles for different distributors based on the business potential of each distribution-ship. Maintain call cycle.

- Manages potential channel conflict by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.

- Updates and maintains Salesforce.com database of contacts, accounts, leads and opportunities on a daily basis.