We are looking for experienced sales professionals who have expertise in channel sales, distribution sales and key accounts in a B2B work environment. Should have gained experience in through partnership and sales operations, generating visibility and credibility in B2B markets.

Join us in redefining the boundaries of what’s possible.

Purpose of the Role

To build, strengthen, and scale a national distributor network to service a larger and more diverse set of ECPs.

The role combines strategic planning and hands-on distributor management, ensuring EssilorLuxottica products reach the right ECPs, in the right way, with a sharp focus on volume growth, profitability, service excellence, and optimal product mix across affordable and premium portfolios.

Your Role

As Distributor Manager, you will work closely with internal cross-functional teams and external distributor partners. You will act as the internal champion for the distributor channel, drive strategic initiatives, and lead transformation projects aligned with global and regional priorities.

Key Responsibilities

1. Distributor Network Development
   • Create and expand a robust national distributor footprint for EssilorLuxottica brands.
   • Review and realign the existing distributor network to ensure alignment with current and future business plans.
   • Identify, evaluate, and onboard new distributors aligned with affordable and premium portfolio strategies.
   • Develop distributor evaluation metrics (market reach, infrastructure, service capability, financial health).
   • Segment distributors and design tailored support models to help them thrive and scale sustainably.

2.  Strategic Planning & Growth

2. • Develop territory and distributor growth strategies aligned to business plans with clear volume, value, and margin targets.
   • Analyze market and competitive trends, channel shifts, and identify white space opportunities (new geographies, new product introductions).
   • Lead and drive special distributor-led projects (e.g., digital ordering platforms, Project Bharat, Essilor Experts, premium programs).
   • Prepare and present monthly and quarterly business reviews covering distributor health, risks, opportunities, and action plans.

3.  Distributor Management & Performance

3. • Define success KPIs for every distributor covering volume, margin, service, stock management, and category mix.
   • Design distributor business structures including volume targets, margin architecture, payout/bonus schemes, and service KPIs.
   • Monitor distributor performance on:
     • Volume achievement
     • Margin delivery
     • Service levels and availability
     • Inventory turns, returns, and stock ageing
   • Manage distributor credit, payment terms, and contractual compliance in partnership with finance teams.
   • Ensure strong alignment with sales, supply chain, marketing, and category teams for forecasting, promotions, and logistics.

4.  Channel Monitoring & Trade Excellence

4. • Conduct regular performance reviews and drive corrective action plans where required.
   • Oversee distribution models covering coverage, reach, productivity, and product mix.
   • Drive inventory optimization to ensure right stock at the right locations, minimizing stock-outs and overstock.
   • Lead joint initiatives with distributors for premium category development, including trade visibility, merchandising, and special programs.
   • Develop and implement pricing and margin strategies ensuring consistency across affordable and premium portfolios.

5.  Leadership, Capability Building & Collaboration

5. • Act as a cross-functional leader and influencer, partnering with supply chain, trade marketing, finance, category, and sales teams.
   • Mentor distributor leadership teams and build capabilities through training programs and best-practice sharing.
   • Drive change management and continuous improvement in distributor operations and execution standards.

Key Metrics / KPIs

6. • Distributor volume growth (Affordable & Premium) vs plan
   • Margin improvement (net of distributor cost)
   • Service level & product availability (% stock-outs)
   • Distributor inventory turns / days of stock
   • Number and quality of new distributors onboarded
   • Joint Business Plan (JBP) compliance – promotions, merchandising, execution standards

Qualifications & Experience

7. • Bachelor’s degree in Business, Marketing, Supply Chain, or related field (MBA preferred).
   • 10–15 years of experience in FMCG / FMCD / Medical Devices / Pharmaceutical industries, with significant exposure to distributor and channel management.
   • Proven track record of meeting or exceeding volume and margin targets.
   • Experience managing both affordable (high-volume) and premium (high-value) portfolios is a strong advantage.
   • Deep understanding of distributor selection, network expansion, trade execution, and channel dynamics.
   • Strong analytical, financial, negotiation, and stakeholder management skills.
   • Comfortable operating in a dynamic, travel-intensive, hands-on leadership role.

Key Skills & Competencies

8. • Strategic thinking & business planning
   • Distributor and channel partner management
   • Strong sales & volume-driven mindset
   • Financial acumen (margin, P&L understanding)
   • Trade execution excellence (distribution, availability, merchandising)
   • Change management & continuous improvement
   • Cross-functional collaboration & influencing
   • Executive-level communication and presentation skills
   • Relationship building & problem-solving