The National Sales Manager – Distribution Channel is responsible for developing, implementing, and executing strategic sales plans through distribution networks to achieve national sales targets. This role ensures optimal coverage, distribution efficiency, and channel partner engagement across all regions. The role requires close coordination with regional managers, marketing, supply chain, and finance to drive sales, profitability, and brand presence.

Key Responsibilities:

• Develop and execute the national sales strategy for the distribution channel in alignment with company goals.

• Identify and appoint distributors/wholesalers in key regions, ensuring optimal network coverage.

• Manage and evaluate performance of regional sales teams and distribution partners.

• Set and monitor monthly, quarterly, and annual sales targets for distributors and sales teams.

• Lead negotiations, contracts, and terms with distribution partners.

• Coordinate closely with the marketing team to implement trade promotions and brand activation strategies at the channel level.

• Conduct market intelligence and competitor analysis to identify opportunities and threats.

• Provide sales forecasts and reports to senior management regularly.

• Ensure compliance with company policies, pricing, credit terms, and stock availability through the distribution network.

• Develop training and performance improvement programs for distribution teams.

• Monitor inventory levels across distributors to ensure healthy stock rotation and avoid over/understocking.

Qualifications:

• Bachelor’s degree in Business Administration, Marketing, Sales, or related field.

• MBA preferred.

Experience:

• Minimum 8–10 years of progressive sales experience, with at least 3–5 years in a leadership role managing national or regional distribution networks.

• Proven track record of achieving sales targets through indirect sales channels.

Skills and Competencies:

• In-depth knowledge of distribution channel sales and retail networks.

• Strong leadership and people management skills.

• Excellent communication, negotiation, and interpersonal skills.

• Strategic thinking and analytical ability.

• Proficiency in CRM tools, sales forecasting, and reporting systems.

• Ability to travel extensively across regions.

• Strong understanding of supply chain, logistics, and credit control within a distribution model.

Personal Attributes:

• Results-oriented and self-motivated.

• Collaborative, with the ability to lead cross-functional teams.

• High integrity and professionalism.

• Customer-focused mindset.