Cluster Head

JOB SUMMARY

As the Cluster Head, you will be responsible for driving B2B channel sales growth for cables & wires products. This role involves developing and executing strategic sales plans, managing relationships with key channel partners, and leading the cluster sales team to achieve targeted revenue and growth goals.

Sales planning and management

• Achieve cluster sales revenue and volume targets by driving B2B sales growth in cables and wires segment
• Develop and implement strategic sales plans to expand distributor relationships and increase market penetration in east cluster
• Analyze sales forecasts, account trends, and historical performance to inform and refine sales strategies.
• Implement corrective actions and strategic adjustments to meet business objectives.

Distributor management and market expansion

• Manage and strengthen relationships with key distributors in the cluster to increase Polycab’s share of wallet and drive business growth
• Identify and onboard new distributors in whitespace markets to expand company’s footprint
• Drive enquiry generation and conversion with distributors to ensure a steady pipeline of opportunities
• Pitch the premium cables & wire along with the entire basket of Polycab product portfolio to existing distributors

Team and stakeholder management

• Collaborate with product design and pricing teams to set competitive pricing strategies and achieve target margins.
• Work closely with internal functions to ensure smooth daily operations, effective handling of client requests and requirements.
• Drive adaption and effective use of digital tools (e.g., CRM systems, sales databases) to improve sales tracking and operational efficiency.
• Monitor sales team performance against key metrics ensuring compliance with productivity and performance standards.
• Motivate and develop the sales team, fostering a high-performance environment

KEY PERFORMANCE INDICATORS

• Achievement of B2B sales revenue and volume targets.
• Sales & market share growth
• New distributors added in whitespace markets
• Effectiveness of account coverage and share of wallet growth.
• Timeliness and efficiency of receivables collection.
• Productivity and coverage metrics for the sales team.
• Enquiry generation and conversion rates

Specific Experience:

Minimum of 15 years in sales, with at least 10-12 years focused on the cable and wire industry sales roles.

5 years’ experience in a regional head or leadership position overseeing B2B sales preferably