Regional Sales & Channel Specialist for Electronics

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Job Description:

Background & Market Context

The electronics sector in India continues to be one of the fastest growing industries, supported by strong policy initiatives, manufacturing incentives, and increasing localization of global supply chains. Key segments such as Mobile Phones, IT Hardware, Consumer Electronics, Automotive Electronics, Wearables, LED Lighting, EV components, and PCBA manufacturing are expanding rapidly.

South India & West India have emerged as a major electronics manufacturing hub — spanning Chennai, Bangalore, Hosur, Coimbatore, Hyderabad, Pune, Ahmedabad, & Mumbai. Within 3M's Transportation & Electronics Business Group, the Display & Electronics Product Platform requires focused, senior individual contributor leadership in this region to accelerate growth, strengthen distribution and converter networks, and deepen engagement with OEM and CM customers.

Role Summary

The Regional Sales & Channel Specialist – South & West Zone is a senior individual contributor role responsible for driving sales growth, expanding the distributor and converter ecosystem, and directly managing strategic key accounts across South India. The role operates with a high degree of ownership and autonomy, requiring strong commercial instincts, technical fluency in tape conversion, and deep capability in channel development and key account management.

This is a hands-on execution role — designed to unlock the full commercial potential of a high-priority, under-penetrated regional market.

Key Responsibilities

A. South & West Zone Territory Execution & Commercial Ownership

• Own and drive structured sales execution across the South & West India territory, covering major electronics clusters in Chennai, Bangalore, Hosur, Coimbatore, Hyderabad, Pune, Ahmedabad and other key cities in the zones.
• Develop and execute territory plans with clear account prioritization, pipeline targets, and coverage strategies.
• Maintain rigorous visit cadence with customers and channel partners to ensure active opportunity progression.
• Act as the senior commercial point of contact for the South & West Zone, providing coverage depth and market presence currently absent in the region.

B. Key Account Management

• Directly manage and develop major OEM, CM, ODM, and Automotive Electronics accounts
• Drive design-in programs, qualification cycles, and accelerate decision timelines at key accounts.
• Build and sustain strong executive-level relationships to deepen 3M's strategic positioning.
• Identify and pursue adjacency opportunities within existing key accounts to expand share of wallet.

C. Distributor & Converter Network Expansion

• Define and execute a structured plan to expand distribution and converter presence across South & West India — a critical capability gap that the role is specifically designed to address.
• Evaluate existing 3M converters and identify the right partners aligned to electronics manufacturing opportunities.
• Design and implement distributor sales representative programs to improve reach and in-market execution.
• Leverage 3M IATD converter networks to strengthen regional capability and technical support.

D. Tape Conversion & Technical Fluency

• Apply strong working knowledge of tape conversion processes — including slitting, die-cutting, lamination, and value-add operations — to advise customers and converters.
• Optimize material flow from source plant through converter to end customer, reducing friction and improving cycle times.
• Act as a technical commercial resource for customers evaluating material solutions.

E. SFDC Governance & Pipeline Management

• Maintain high-quality SFDC hygiene including opportunity progression, forecasting accuracy, and activity logging.
• Conduct structured pipeline reviews and take ownership of improving close-won ratios in the South & West Zone.
• Provide accurate and timely sales reporting to the India sales leadership team.

F. Sampling Center & Local Commercialization

• Drive utilization of the sampling center for customer demos, product validation, and proof-of-concept programs.
• Lead commercialization of local slitting SKUs by identifying market opportunities and coordinating with marketing, lab, and supply chain teams.
• Accelerate time-to-market for new material solutions by managing cross-functional commercialization projects independently.

G. Market Intelligence & Opportunity Development

• Track new manufacturing investments, program announcements, and competitor movements across South & West India.
• Build proactive account plans to capture emerging opportunities ahead of the competition.
• Provide structured market feedback to the broader India team to inform product and go-to-market strategy.

Skills, Expertise & Qualifications

Minimum Requirements:

• Bachelor's degree in Electronics or Mechanical Engineering.
• 8–12 years of sales experience in Electronics, Automotive Electronics, OEM/CM/ODM, or Converter ecosystems.
• Proven track record as a high-performing individual contributor managing complex accounts and channel programs.
• Strong understanding of electronics manufacturing processes and tape conversion (slitting, die-cutting, lamination).
• Experience independently designing and executing distributor and channel development programs.
• Working knowledge of SFDC and structured sales methodologies.

Behavioral Competencies:

• High ownership mindset — takes initiative and drives outcomes without needing a supervisory structure to operate effectively.
• Strong commercial and technical credibility with OEM, CM, and Converter partners.
• Structured, data-driven, and commercially focused in planning and execution.
• Excellent communication and stakeholder management skills — able to engage across customer levels and internal functions.
• Genuine passion for channel development, ecosystem building, and regional market expansion.
• Self-directed and comfortable operating with autonomy in a geographically dispersed role.

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