Head - Sales, Distribution & Market Development

Company Description

Lead profitable and sustainable business growth through distributor development, competitor conversion, market expansion, customer acquisition, effective pricing, strong field execution and disciplined management of company assets and commercial investments.

Key Responsibilities

• Drive profitable sales and volume growth across territories and customer segments.
• Identify, evaluate, appoint and develop high-potential distributors; improve productivity of the existing network.
• Identify and convert strong distributors from competing LPG brands through structured commercial proposals and negotiations.
• Develop industrial, commercial, institutional, hotel and restaurant customers and build recurring business.
• Develop territory-wise growth plans based on market potential, competition, pricing and customer opportunities.
• Lead market intelligence, competitor tracking and territory-specific pricing/commercial strategies while protecting contribution and margins.
• Evaluate distributor economics, credit, working capital, market-development support and ROI on company investments.
• Monitor cylinder deployment, rotation, utilisation, ageing, leakage, diversion and accountability.
• Identify weak, inactive or high-risk distributors and take timely recovery, replacement, suspension or exit actions.
• Diagnose territory performance gaps and implement focused recovery plans covering pricing, supply, distribution, customer service, manpower and competition.
• Lead, coach and develop a high-performing field sales team, with strong target ownership, market visits and performance management.
• Work closely with Operations, Supply, Logistics, Finance, Collections and Customer Service to ensure effective execution and service delivery.
• Maintain strong discipline in forecasting, collections, credit control, CRM/reporting and closure of market issues.

Qualification & Experience

• 12–20 years of experience in Sales, Distribution, Channel Development or Business Development.
• Minimum 5 years leading multi-territory field-sales teams.
• Proven track record in distributor acquisition/development, competitor conversion, territory turnaround and customer acquisition.
• Strong commercial understanding of pricing, margins, contribution, credit, working capital and ROI.
• Excellent negotiation, relationship management, market intelligence and team leadership skills.
• Highly field-oriented, resilient, execution-driven and willing to travel extensively.
• Strong ability to work directly with owner-managed distributors and industrial/commercial customers.
• High integrity and sound judgement in distributor appointments, pricing, incentives, claims, credit and channel investments.
• Experience in LPG, Industrial Gases, Petroleum/Fuels, Lubricants, FMCG or other distribution-intensive industries preferred.
• Bachelor’s degree required; MBA desirable but not mandatory

Key KPIs

Profitable Volume Growth | Existing Distributor Productivity | Competitor Distributor Conversions | Industrial & Commercial Customer Growth | Contribution & Price Realisation | Distributor ROI | Cylinder Rotation & Asset Productivity | Credit & Collections | Weak Distributor Recovery/Exit | Team Productivity | Forecast & Execution Discipline

Work Location: In person

Salary: INR 12 LPA to INR 30 LPA

[email protected]

WhatsApp: +91 99449 67989