Distribution Channel Manager – Odisha

Location: Karnataka (Base location versatile; frequent travel across North & South Karnataka)

Employment Type: Full-Time Experience Level: Mid-Senior Level

About the Role

We are looking for a driven and experienced Distribution Channel Manager to lead and expand our distributor network across Karnataka, with a strong focus on penetration into North Karnataka markets. The ideal candidate will have a proven track record of appointing and scaling a sizeable distributor base, along with hands-on experience managing distributor operations, collections, and system/process hygiene.

Key Responsibilities

- Distributor Appointment & Network Expansion: Identify, evaluate, and appoint a sizeable number of distributors across Karnataka, with special emphasis on strengthening presence in North Karnataka regions.
- Distributor Operations Management: Oversee the day-to-day operations of appointed distributors, ensuring smooth order processing, stock availability, and market servicing.
- Advance Payment / Zero-Credit Channel Funding: Drive and enforce an advance-payment-based distribution model across the network — onboarding and transitioning distributors to a zero-credit / cash-and-carry framework, minimizing dependence on credit sales.
- Collections Management: Ensure strict adherence to advance-payment terms and credit norms, driving down outstanding/overdue accounts and maintaining minimal to zero DSO (Days Sales Outstanding) across the distributor base.
- System Hygiene & Compliance: Ensure accurate and timely data entry, claims processing, stock reconciliation, and adherence to company systems, SOPs, and reporting formats across all distributor points.
- Sales & Business Growth: Drive primary and secondary sales targets through the distributor network; identify growth opportunities in untapped and underpenetrated markets.
- Relationship Management: Build and maintain strong,



long-term relationships with distributors, resolving issues promptly and ensuring high levels of partner satisfaction.
- Market Intelligence: Monitor competitor activity, market trends, and local dynamics (especially in North Karnataka) to inform distribution strategy.
- Team Coordination: Liaise with sales, supply chain, and finance teams to ensure seamless distributor onboarding, servicing, and account management.

Candidate Requirements

- Proven experience in appointing and managing a sizeable network of distributors across Karnataka, including demonstrated success in North Karnataka markets.
- Strong experience in distributor operations management, including order fulfillment, inventory, and claims.
- Hands-on expertise in collections and receivables management, with demonstrated success in implementing advance payment / channel funding models and driving distributors toward a zero-credit way of working.
- Experience structuring or working with channel financing solutions (e.g., distributor funding tie-ups, working capital support) is a strong plus.
- Solid understanding of distribution system hygiene — data accuracy, reconciliation, compliance, and reporting discipline.
- Excellent relationship-building and negotiation skills with channel partners.
- Strong analytical and problem-solving abilities.
- Willingness to travel extensively across Odisha, including North Odisha districts.
- Age: Below 45 years.
- Proficiency in Oriya strongly preferred; English and/or Hindi also desirable.
- Graduate/Postgraduate in Business, Sales, Marketing, or related field.

Preferred Experience

- 5–10+ years in channel sales / distribution management, preferably in FMCG, consumer durables, agri-inputs, pharma, or a similar distribution-led industry.
- Prior experience covering North Odisha geographies (e.g., Sambalpur, Rourkela, etc.) is highly valued.

To apply, please share your updated resume along with details of your current distributor network coverage.

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