Distribution Head

2 days ago

Cochin, Kerala, India Manjilas Food Tech Full time

Role Overview

The Distribution Head will lead the end-to-end distribution strategy, network expansion, and operational efficiency for Kerala and the rest of India. This role requires strong expertise in FMCG supply-chain distribution, managing super-stockists, distributors, and ensuring on-time market availability across GT, MT, HORECA, and E-commerce channels.

Location: Cochin, Kerala

Coverage: Kerala + Rest of India (ROI)

Department: Sales & Distribution

Reporting To: VP Sales

Key Responsibilities

1. Distribution Network Expansion & Management

  • Robust usage of Bizom to identify distribution gaps and build strategy to achieve leadership in Numeric and Weighted Distribution
  • Evaluate Red-geographies and plan activations to achieve growth in volume/value share.

2. Operations & Supply Chain Alignment

  • Coordinate with production, supply chain, and demand planning to ensure smooth stock flow across CFAs/stock points.
  • Monitor inventory health, reduce expiries/returns, and ensure Merchandisers and Promoters productivity
  • Track order cycles, dispatch accuracy, and availability at distributor & retail levels.

3. Sales Support & Market Availability

  • Ensure product availability across GT, MT, HORECA, Kirana, and modern trade channels.
  • Work closely with AGMs and Cluster Managers , and frontline teams to align distribution outputs with sales targets.
  • Define beat/route structures and service frequency norms for distribution partners.

4. Performance Monitoring & Analytics

  • Review monthly distributor performance sales, fill rates, claims, inventory, ROI.
  • Use BIZOM to track coverage, productivity, and availability gaps.
  • Generate actionable insights for leadership on distribution efficiency and market reach.

5. Commercial & Compliance Management

  • Oversee distributor agreements, margins, credit terms, payouts, and claims.
  • Monitor cost-efficiency of logistics, freight, SS margins, and warehousing.

6. Team Leadership

  • Lead a team of distribution executives, coordinators, and logistics personnel.
  • Train teams on distribution KPIs, claim processes, SFA usage, and operational best practices.
  • Build cross-functional collaboration with sales, finance, and supply chain.

Key Competencies & Skills

  • Strong understanding of FMCG distribution systems—super-stockist model, CFA ops, routing, R&R norms.
  • Deep knowledge of Kerala and national FMCG markets.
  • Leadership and people management skills.
  • Strong analytical ability, commercial acumen, and problem-solving skills.
  • High proficiency in MS Office (Excel and Powerpoint) & SFA tools.

Qualifications & Experience

  • Graduate; MBA preferred.
  • 10–15 years of FMCG experience with at least 5 years in distribution leadership roles.
  • Experience in Ready-to-Cook / Ready-to-Eat category preferred.
  • Proven track record of building large-scale distribution networks across states.

KPIs / Success Metrics

  • Distribution width & depth expansion.
  • On-shelf product availability across markets.
  • Distributor ROI, service levels, and operational compliance.
  • Reduction in expiries, damages, and logistics costs.
  • Fill rates, inventory health, and order cycle efficiency.
  • Reduction in out-of-stock incidents across regions.

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