Senior Manager Distribution Management

India, Maharashtra, Mumbai

Distributors are an important part of our operations. Developing their capabilities to ensure that they work as extended arms of the company by providing various value additions & are able to scale up the operations in line with our growth would be a critical factor for our success.
The primary responsibility of this role is to develop and implement Distributor Management strategy. The objective would be to optimize India distribution network, scale up capabilities of distributors to derive enhanced performance & support from them, ensure compliance, while maximizing internal and external customer satisfaction. The objective would also include designing new distribution models like use of 3rd party logistics service providers (3PLs), direct supplies to end customers etc. and deploy them to appropriate customers / product segments. He/she will oversee all aspects of the Distributor Management operations, such as managing the distributors throughout the lifecycle (Appointment – engagement – Termination), facilitating distributor trainings, distributor audits, distributor support and all other distributor related management operations. This role requires working in a matrixed structure with frequent interactions with Business Areas, Supply Chain, Finance & IT, legal/compliance, quality and other distributor supporting functions. This function also requires frequent interactions with external customers including both distributor and end customers.
Key responsibilities would include:
  • Create and develop Distributor Management roadmap and process
  • Develop KPI`s, mechanism for collecting and monitoring the KPIs
  • Coordinate and conduct distributor assessment and screening on the basis of distributor KPIs
  • Identify, select and manage distributors based on the internal divisional standard and local regulatory requirements
  • Develop mid and long-term strategies and tactics for an optimized distributor business environment
  • Lead distributor master data collection and analytics process, ensure quality DDC data maintenance and reporting for business needs
  • Work with India IT to Design & deploy IT solutions to continuously improve distribution management
  • Design alternate distribution models like use of 3PLs, direct to end customers etc and deploy them appropriately
  • Support and liaise with APAC for distributor management initiatives
  • Ensure business systems are adopted and optimized for the team
  • Conduct business in full compliance to Behaviour in Business and Behaviour in Competition