This is a channel-building and hunting role, not a project-sales or key-account-management role. The mandate is to build and scale a dealer/stockist network.
Key Responsibilities
- Identify, onboard, and activate distributors, dealers, and stockists across the assigned territory to build a scalable channel network.
- Drive primary and secondary sales through the channel — not just order-taking, but actively opening new markets and geographies.
- Build direct relationships with carpenters and furniture OEMs to drive pull-through demand at the influencer/fabricator level.
- Own territory-level revenue and market-share targets; identify white spaces and convert them into active business.
- Set up channel processes: credit terms, stocking norms, scheme/incentive structuring, and dealer performance tracking.
Candidate Requirements
- Background in building materials (plywood, laminates, tiles, sanitaryware, paints, adhesives, hardware, cement, pipes, or adjacent categories) — non-negotiable.
- Demonstrated hunter profile: track record of building something from scratch (new territory, new channel, new product line) rather than maintaining/farming existing accounts.
- Direct experience establishing dealer and stockist networks — can speak to specifics: how many dealers onboarded, over what time, in what territory, with what revenue outcome.
- Experience driving market expansion — entering new geographies or converting unorganized/unbranded demand into branded channel sales.
