The Role
Manages distributor relationships and sales expansion for Cat 2&3 Heritage Milk products across assigned territories. Responsibilities include inventory, FIFO and expiry control, market and competitor analysis, collections, GTM launches, POSM and freezer asset management, budget and cost control, office administration, team deployment and development, customer contracts, and complaint resolution. Frequent territory travel is required.
Summary Generated by Built In
Job Opening Link: https://zrec.in/9a8e6?source=CareerSite
Summary:
This role is pivotal in driving the successful distribution and market expansion of Cat 2&3 Heritage Milk products across assigned territories. The incumbent will be responsible for optimizing distributor performance, ensuring inventory efficiency, and maintaining strict adherence to FIFO and expiry management protocols. By closely monitoring market dynamics, competitor activities, and sales realization, the professional will contribute directly to achieving business targets. The position also involves strategic planning for new market launches, effective cost control, team development, and the administration of sales offices—ensuring operational excellence and sustainable growth within budgetary constraints.
Responsibilities:
- Manage distributor relationships to maximize ROI in alignment with industry benchmarks.
- Ensure distributors maintain a 2-week inventory buffer (excluding market credit) and enforce FIFO and expiry management practices.
- Monitor stock flow to prevent expiry and ensure fresh stock availability for both distributors and retailers.
- Oversee timely submission and processing of claims with complete documentation to enable swift reimbursement.
- Track and manage POSM (Point of Sale Materials) distribution and utilization across the market.
- Monitor, analyze, and report on competitor pricing, promotions, new product launches, and marketing initiatives to RH Sales & Distribution (Cat-1, 2, & 3).
- Execute, review, and promote sales of Cat 2&3 products through strategic distribution network expansion and support to the sales team.
- Develop market intelligence, competitor analysis reports, and market share insights to guide expansion and sales strategies.
- Ensure timely collection and recovery of sales realization and outstanding receivables under a cash & carry model.
- Collaborate with RH and Distribution Managers to identify and address gaps in Cat 2&3 product presence.
- Conduct regular market surveys to assess sales potential, competitor strategies, and market share.
- Prepare and implement go-to-market (GTM) launch plans for new and underpenetrated markets.
- Administer Cat 2&3 sales offices with optimal resource utilization, budget adherence, and cost control—particularly in Sales & Distribution expenses.
- Review all expenditure categories critically and implement cost-saving measures within approved budgets.
- Manage freezer placement, monitor productivity, and conduct periodic asset audits to ensure asset integrity.
- Minimize product leakages and damages while maintaining performance within allocated budgets.
- Optimize manpower deployment in line with operational plans and ensure effective team utilization.
- Lead team training, skill development, and competency gap analysis; recommend targeted training modules.
- Organize customer contract programs and proactively address customer complaints to enhance satisfaction and retention.
Requirements
Requirements:
- Bachelor’s degree in Business Administration, Marketing, or a related field.
- Proven experience in sales, distribution, or supply chain management—preferably in FMCG or dairy sectors.
- Strong understanding of inventory management, FIFO, and expiry control systems.
- Experience in distributor management, market expansion, and GTM strategy execution.
- Proficiency in data analysis, reporting, and market intelligence gathering.
- Demonstrated ability in cost control, budget management, and resource optimization.
- Skilled in team development, training facilitation, and performance improvement.
- Excellent communication, negotiation, and stakeholder coordination abilities.
- Proficient in using CRM, ERP, or similar business management tools.
- Willingness to travel frequently across assigned territories.
Skills Required
- Bachelor's degree in Business Administration, Marketing, or a related field
- Proven experience in sales, distribution, or supply chain management
- Experience in FMCG or dairy sectors
- Strong understanding of inventory management, FIFO, and expiry control systems
- Experience in distributor management, market expansion, and go-to-market strategy execution
- Proficiency in data analysis, reporting, and market intelligence gathering
- Ability in cost control, budget management, and resource optimization
- Skills in team development, training facilitation, and performance improvement
- Excellent communication, negotiation, and stakeholder coordination abilities
- Proficiency in CRM, ERP, or similar business management tools
- Willingness to travel frequently across assigned territories
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The Company
What We Do
Heritage Foods Limited is an Indian dairy and fast-moving consumer goods company focused on milk and value-added dairy products such as curd, ghee, and paneer. Founded in 1992 and headquartered in Hyderabad, it operates an integrated supply chain connecting more than 300,000 dairy farmers with consumers across 17 Indian states. The company also operates food and grocery retail under the Heritage Fresh brand.
