Job Description

Distribution Channel Manager – Odisha

Location: Odisha

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.