Manager - Distribution Development Management TPD - Goregaon

Role Overview

This position is focused on shaping distribution strategy for TPD, recommending new distribution approaches, and strengthening the back-end operating model so the sales team receives steady and effective support. The role also calls for launching new initiatives during the year that can extend the current setup or create entirely new distribution structures.

Business Context and Key Challenges

The role sits in a fast-changing business and regulatory environment where priorities and objectives can shift quickly. Success depends on improving retention and productivity within the TPD sales force while staying competitive in the market. It also requires smooth integration of new business models alongside the existing field model, strong coordination with multiple functions, and regular adjustments based on market and field feedback. New initiatives must balance cost with appeal while still being effective.

Key Responsibilities

• Build proposals for new TPD distribution models within the current setup and help create new verticals.
• Study market practices and compare business models used by competitors in India and overseas.
• Develop business cases for new initiatives, new markets, and inorganic growth opportunities.
• Work with Operations and IT to define service delivery standards, technology support, and operating frameworks for new models.
• Share proposed models with TPD leadership, gather feedback from leadership and the field, and refine the approach accordingly.
• Run financial analysis, simulations, and scenario planning to test the cost impact and viability of proposed distribution models.
• Support the launch of approved strategic models and monitor their rollout progress, making corrections when required.
• Plan, monitor, and control distribution budgets for the TPD business.
• Coordinate with organization and sales leadership to shape the annual budget roadmap.
• Assess the budget impact of existing and new initiatives, and help prioritize items with the sales leadership.
• Finalize budgets after considering business trends, opportunities, and possible risks in coordination with sales leaders.
• Study historical data, market and regulatory changes, and competitor performance to help define business targets.
• Set KPIs for all TPD sales roles across the country with support from sales leadership.
• Publish periodic dashboards and suggest corrective actions to close performance gaps.
• Design comprehensive TPD sales dashboards aligned to business conditions and market realities.
• Review performance across channels using sales and productivity metrics to identify areas of concern.
• Create alternate dashboard views and new data dimensions to improve evaluation and decision-making.
• Ensure dashboards are accurate, timely, and useful for field teams, and recommend corrective measures based on the findings.
• Identify the main value drivers for the business and create action plans to improve sales performance.
• Recommend steps to reduce cost gaps in the channel and improve profitability across relationships.
• Design and launch initiatives that improve field-force productivity and retention.
• Track the progress of initiatives on an ongoing basis.
• Design progression plans and variable compensation structures for TPD verticals.
• Compare variable pay structures with those of leading market players and use them as benchmarks.
• Use financial modeling and scenario building to create a compensation structure that is optimal, practical, and easy for the field to understand.
• Balance trade-offs across priorities to keep compensation within plan while maximizing participation and outcomes.
• Track monthly compensation payouts and assess their effect on retention, productivity, earning potential, number of earners, and time taken to start earning after joining.
• Ensure the compensation and career path create a durable positive impact and serve as a retention lever for the field force.

Job Challenges

• Working in a dynamic business and regulatory environment with frequent changes in goals and priorities.
• Improving retention and productivity of the TPD sales force in a competitive market.
• Scaling and integrating new business models with the existing field model without disruption.
• Relying heavily on coordination with multiple functions to reach workable business solutions.
• Making recurring course corrections based on market and sales feedback to strengthen the model.
• Balancing initiative cost with attractiveness and long-term success.

Requirements

• Strong ability to develop distribution strategy and operating models.
• Experience in market research, benchmarking, and competitor analysis.
• Capability to prepare business cases and evaluate new growth opportunities.
• Good understanding of financial modelling, simulations, and scenario planning.
• Ability to coordinate with Operations, IT, and Sales leadership.
• Skill in budget planning, KPI design, dashboarding, and performance analysis.
• Ability to design compensation structures and progression frameworks.
• Comfort working across cross-functional teams in a fast-changing environment.

Additional Information

This is a full-time, on-site role based in Goregaon, Maharashtra, India. The work involves continuous monitoring of business performance, regular interaction with leadership, and ongoing refinement of distribution initiatives.