Distribution Development Manager (Food & Beverage Business)

• Develop and implement the overall distribution development strategy to strengthen the Route-to-Market (RTM) and support sustainable business growth across Packaged Foods, Commodities, and Beverage categories.

• Identify, evaluate, appoint, and onboard new distributors based on defined selection criteria to expand market coverage and improve distribution reach.

• Monitor distributor performance through defined KPIs and conduct periodic business reviews to ensure achievement of sales, distribution, service, and profitability targets.

• Drive distributor capability development by improving sales force productivity, operational efficiency, infrastructure, and business management practices.

• Optimize distribution territories, delivery routes, and outlet coverage to maximize numeric distribution, weighted distribution, and sales productivity.

• Ensure effective inventory management and product availability at distributor level by coordinating with Distribution and Sales Operations.

• Lead distribution transformation initiatives by implementing best practices, automation, and digital tools to enhance operational efficiency and execution excellence.

• Analyze distribution and sales performance data to identify business opportunities, recommend corrective actions, and support strategic decision-making.

• Collaborate with Sales, Trade Marketing, Finance, HR, Commercial, and Supply Chain teams to ensure seamless execution of business plans and distribution initiatives.

• Ensure distributor compliance with company policies, financial controls, legal requirements, and operational standards through regular audits and governance practices.

• Develop and implement distributor engagement, retention, and succession plans to build a stable, high-performing, and sustainable distribution network.

• Benchmark industry best practices and recommend innovative distribution models, processes, and capability enhancement initiatives to improve market competitiveness and business performance.

• At least 10 years
• The applicants should have experience in the following business area(s): Manufacturing (FMCG), Wholesale, Food (Packaged)/Beverage, Group of Companies

MBA/BBA in Marketing, Management, Business Administration, or related discipline from a reputed university.

• Age At least 32 years

• Strong knowledge of FMCG distribution management,      RTM design

• Distributor appointment and development

• Sales operations, territory and route optimization

• Business analytics, project management, negotiation, financial acumen, and cross-functional collaboration

• Excellent leadership, communication, and problem-solving skills