Distribution Head - FMCG

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:

Coverage:

Department:

Reporting To:

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.