Head Distribution and Retail

Accountabilities/Duties 

• Distributor Network strategy & Governance 

• Channel Partner Management 

• Chain Pharmacy Management 

• E-Commerce Account Management( B2B and B2C) 

• Network mapping /Distribution Planning 

• Lead Customer Experience Optimization 

• Customer Master & Commercial Data Governance (MDG/SAP) 

• Inventory and Supply Chain Management 

• Technology & Digital Enablement 

• Co-develop/comply with Local Distribution SOPs 

• Stakeholder & Cross-Functional Leadership 

 Business Impact: 

• Define and own the India MC distribution governance framework across depots, CFAs, Super Stockists, and AW network. 

• To lead and govern end-to-end distribution strategy, commercial operations, master data governance, financial compliance, and depot excellence across the network. The role acts as strategic control ensuring revenue assurance, regulatory compliance, system integrity (SAP/MDG), and operational efficiency while partnering closely with Sales, Finance, Supply Chain, Compliance, and IT.  

• The person is responsible for managing Chain Pharmacies and lead E-Commerce charter. As the distribution landscape is consolidating in India, lead thinking in retail distribution with large distribution houses. 

• The role leads the process improvements and simplifications with aim to reduce redundancies and improved TAT.   

• Person designs and owns the engagement charter which includes performance mapping, network hygiene. 

• Operational Efficiency with best-in-class network and its hygiene, distributor engagement for performance management is very significant to have right distributors to parter for AZ growth. 

• Critical Skills/Capabilities: In-depth understanding of pharma trade practices, distributor management, sales management, AZ processes, Quality and compliance guidelines. Good team and stakeholder management is essential. Good Communication skills are must. 

HIGHLIGHT THE SKILLS AND CAPABILITIES NEEDED 

Essential for the role: 

• MBA from Tier 1 or Premium B-School 

• Min. 13-15 years of work experience; Min. 3-4 years in managing distributors and sales territory 

• At least 4-5 years sales experience  

• Executed Joint Business Plans with Distributor, Chain Pharmacies and E-Commerce Partners. 

• Highly skilled in Collaboration to develop alliances and partnerships. 

• Ability to manage complex situations. 

• Willingness to travel within India. 

• Project management certification/ knowledge of tools 

• Good with MS-Excel and Power point 

Desirable for the role 

• Understanding of India Pharma Market and distribution landscape 

• Ability to think out of box and drive innovation. 

• Excellent writing and communication skills