Key responsibilities

Business planning & target delivery:

- Own branch secondary and primary achievement; cascade targets to ASMs and SO/TSOs with weekly milestones.
- Run weekly forecasting and risk review: gap analysis, corrective actions, and focused market interventions.
- Drive product mix and focus SKU execution; ensure range compliance and availability in priority outlets.

Distributor leadership & route-to-market (RTM):

- Own distributor appointments, performance improvement plans, and replacements where necessary.
- Ensure distributor infrastructure: sales team strength, delivery capability, beat coverage support, and market servicing.
- Govern distributor economics and compliance: margins, schemes, credit policy, and documentation discipline.

Field execution excellence (coverage, availability, visibility):

- Ensure route plans and outlet universes are defined, updated, and followed, correct call frequencies.
- Audit execution in market: pricing compliance, shelf presence, POSM placement, and promo implementation.
- Drive outlet growth in new territories: numeric distribution, outlet additions, and activation of inactive outlets.

People leadership & capability building:

- Lead and coach ASMs; ensure SO/TSO and SR productivity standards are met through joint working.
- Maintain spans of control and ensure hiring pipelines for expansion territories (ASM/SO/SR).
- Own performance management: goal setting, monthly reviews, PIPs, recognition, and succession planning.

Governance: claims, schemes, AR, and controls:





- Ensure scheme circular understanding and compliance across the branch; reduce leakages through checklist discipline.
- Drive claims and settlement closure cadence with Branch Ops/Claims; review ageing weekly.
- Own AR discipline with Credit Control/Finance: overdue tracking, commitments, escalations, and credit limit adherence.
- Ensure returns/expiry controls and distributor stock hygiene (DOH norms) to prevent ageing/expiry losses.

Cross-functional coordination (supply chain, finance, marketing):

- Partner with Supply Chain to improve fill rate/OTIF, reduce stock-outs, and prioritize dispatch in peak periods.
- Partner with Marketing/Trade Marketing for launch rollouts, POSM usage, and visibility plans.
- Partner with Finance for credit, claims, and compliance; ensure audit readiness on trade spend.

Core competencies:

- Branch leadership: can lead through ASMs; builds discipline and accountability.
- Distributor management: negotiation, compliance, and relationship maturity.
- Execution excellence: robust understanding of coverage/availability/visibility levers.
- Analytical rigor: can read dashboards, identify root causes, and drive actions.
- Coaching mindset: develop team members and create stable performance.

Experience / qualifications:

- 8-12 years GT experience; multi-territory leadership exposure preferred.
- Mandatory experience in top FMCG companies.
- Strong track record in scaling distribution and improving productivity.
- Graduate; MBA preferred (not mandatory).
- Comfort with extensive travel and high field time.

📌 Branch Manager- GT (Mumbai)
🏢 Chheda Specialities Foods
📍 Mumbai