Distribution Manager

About the Company

The Distribution Manager (HO) will be responsible for driving excellence in Authorized Stockist (AS) management, distribution governance, policy implementation, digital transformation, customer engagement, and process improvement initiatives. The role will work closely with Sales, IT, Finance, Customer Service, and field teams to enhance distributor experience, improve compliance, strengthen operational efficiency, and support business growth.

About the Role

The Distribution Manager (HO) will be responsible for driving excellence in Authorized Stockist (AS) management, distribution governance, policy implementation, digital transformation, customer engagement, and process improvement initiatives.

Responsibilities

• Authorized Stockist (AS) Management & Governance
• Drive implementation and compliance of all Authorized Stockist and Sales Operations policies.
• Manage AS selection, appointment, onboarding, and rationalization processes.
• Monitor and manage critical, watch-list, and TBD stockists through structured interventions.
• Ensure implementation of: AS Back-up Pool, AS Rationalization
• Other Sales Operations initiatives
• Identify policy implementation gaps and collaborate with sales teams to address exceptions.
• AS Performance Management
• Design, review, and administer the AS Scorecard framework.
• Define qualifying criteria, scoring parameters, and performance benchmarks.
• Conduct periodic scorecard reviews with divisions.
• Validate scorecard achievements and facilitate quarterly reward and recognition payouts.
• Provide actionable insights to AS partners for continuous improvement.
• Distributor Experience & Relationship Management
• Strengthen engagement and relationships with AS partners across the country.
• Organize and drive Inner Circle Meets and other engagement forums at HO.
• Gather feedback from AS partners and drive service improvements.
• Manage grievance resolution mechanisms and ensure timely closure of distributor concerns.
• Improve overall AS satisfaction and stakeholder experience.
• Digital Transformation & Platform Adoption
• Enhance capability and utilization of distributor-facing digital platforms.
• Drive adoption and usage of: Distributor Platform
• Customer Appointment portal and related systems
• Track platform usage metrics and drive corrective actions wherever required.
• Collaborate with Business, IT, and external vendors to improve system functionalities.
• Evaluate and implement automation opportunities to improve efficiency and user experience.
• Customer & Stockist Engagement Initiatives
• Drive distributor relationship-building and engagement programs.
• Lead initiatives such as: AS Birthday Recognition Program, AS Welcome Kits
• Customer Service Cell Enablement
• Automated communication programs
• Ensure timely training and capability building of support teams to improve First-Time Resolution (FTR) of AS concerns.
• Share regular visibility reports with divisions and leadership teams.
• Market Insights & Field Effectiveness
• Conduct regular market visits (minimum 4-5 visits per month).
• Meet Authorized Stockists and channel partners to:
• Understand business challenges
• Gather feedback on processes and policies
• Identify opportunities for improvement
• Provide actionable recommendations to leadership based on field learnings.
• Continuous Improvement & Special Projects
• Lead process excellence and distribution transformation initiatives.
• Undertake at least two strategic improvement projects annually in collaboration with divisional mentors.
• Drive initiatives focused on: Business Continuity, Distribution Optimization,Attrition Management
• Rationalization of AS below business norms
• Productivity and Compliance Enhancement

Qualifications

MBA with 3-5 years of experience in Distribution Management, Sales Operations, Channel Management, Business Process Excellence, or Commercial Excellence within FMCG/FMCD/Manufacturing organizations.