National Head - Channel Distribution

Key Responsibilities:

Policy Management & Channel Saturation:

• Develop and implement commercial channel policies for CPC, PDA, and Bussmann product lines.
• Ensure comprehensive channel saturation for the ONE EATON initiative.

Competitive Positioning & Business Growth:

• Strategically drive business through competitive, policy-level discounts.
• Champion the Make in India initiative to align with national objectives and increase market penetration.

Channel Finance & Discipline:

• Oversee deployment of channel finance and collections processes.
• Enforce channel discipline, preventing price undercutting and territorial overreach.

Expansion of Channel Network:

• Identify, appoint, and manage large channel partners to extend Eaton's presence to over 100 cities.

Product Licensing Programs:

• Lead LV license partner programs, partial type-tested programs, and MV license programs, such as VCB (Vacuum Circuit Breaker).

Quality of Sales & Inventory Management:

• Monitor inventory levels to ensure alignment with sales quality, service standards, and warranty/out-of-warranty protocols.

Operational Excellence:

• Establish and maintain discipline in invoicing processes, weekly order bookings, book-and-bill ratios, and reducing month-end operational pressure.

Workforce Productivity:

• Supervise and ensure channel workforce contributions align with Eaton's growth objectives, while regularly monitoring their performance.

Electrician Engagement & Training:

• Drive the Electrician Program to enhance diffused channel sales for MCB, DB, and contactor products.

Digital Sales Enablement:

• Promote digital sales via Eaton's own website and third-party platforms like Amazon and Moglix.

PQ & Electrical Channel Strategy:

• Expand PQ business through OEMs while supplying products via electrical channels.

Key Performance Targets:

• Achieve best-in-class Days Sales Outstanding (DSO) of 50 days within the next 12 months.

Qualifications & Skills Required:

15yrs + experience across India Channel Management

• Proven expertise in channel management and business development.
• Strong financial acumen and understanding of channel finance.
• Excellent communication and leadership skills.
• Ability to manage large-scale operations and multiple programs simultaneously.
• Familiarity with digital sales platforms and e-commerce strategies.