Zonal Distribution Head - FMCG

The Zonal Distribution Head will be responsible for leading and optimizing end-to-end distribution operations across the assigned zone, ensuring market reach, service levels, cost efficiency, and distributor performance. The role will drive sales enablement through strong distributor networks, secondary sales execution, logistics efficiency, and compliance with company policies, while partnering closely with Sales, Supply Chain, and Finance teams to achieve business growth targets.

Key Responsibilities

- Lead zonal distribution strategy covering primary and secondary sales execution across multiple states

- Manage and develop distributor network including appointment, rationalization, performance management, and capability building

- Ensure optimal market coverage, beat planning, route-to-market effectiveness, and outlet servicing norms

- Drive distributor working capital efficiency, inventory norms, credit control, and claims management

- Coordinate with sales teams to ensure seamless product availability, launches, and promotions

- Oversee logistics performance including CFA operations, freight optimization, service levels, and cost controls

- Monitor KPIs such as fill rates, stock ageing, OSA, distributor ROI, and secondary growth

- Ensure adherence to SOPs, compliance, audit requirements, and statutory norms

- Lead, coach, and develop regional distribution and logistics teams

- Support business expansion, new market entry, and scale-up initiatives