Territory Head - SPD

Own Spare Parts Distributor (SPD) channel development and retail sell-out in an assigned territory, onboard & ramp large SPDs, activate priority retail outlets, and drive secondary offtake via technician and retail outlet engagement.

Job Description:

• Achieve monthly and quarterly sales and partner handling/ outlet coverage targets
• Source, evaluate and sign up large SPDs; Develop tailored onboarding steps basis SPD requirements
• Regular engagement: Structured cadence for in-person meets to drive repeat billing, take stock, assess pain points and ensure grievance addressal
• Execute structured retail outlet beats for in-store demand generation, guide to SPD for demand fulfilment
• Ensure proper product placement and visibility in stores along with implementation of point-of-sale materials and promotional displays
• Enroll retailers & technicians into loyalty/scan programs; run counter-meets and micro-events
• Map micro-clusters; prioritize outlets by potential (water-purifier stores, plumbing/hardware, electronics/AC counters)
• Enter new micro-markets and build numeric + weighted distribution
• Daily beat adherence, geo-tagged check-ins, accurate order capture, claim documentation
• Feedback on pricing, competition, and stock health (fill-rate, weeks of cover) to inform sales & production process
• Ensure timely procurement of stock from company basis future SPD requirement
• Coordinate schemes with marketing; ensure finance hygiene (credit notes, claim TAT)

Experience

• 3-5 years in Consumer durables channel sales (distributor onboarding + retail activation), past experience in sale of spares would be preferred
• Experience in setting up on-ground distribution networks with large distributors
• Strong negotiation, sell-out activation, and relationship skills with distributors/retailers/technicians