Distribution Commercial Head

Role & responsibilities

The Distribution Commercial Head will be responsible for overseeing the entire direct distribution function across India, including commercial planning, budgeting, costing, MIS reporting, and end-to-end Profit & Loss (P&L) management. This role demands strong financial acumen combined with deep distribution domain expertise to ensure efficient, cost-effective, and scalable distribution operations aligned with company goals.

Preferred candidate profile

Distribution Management:

• Lead and monitor the nationwide direct distribution network and execution strategy.
• Ensure distribution targets are met in alignment with business objectives.
• Drive improvements in last-mile efficiency, service levels, and network optimization.

Commercial Operations & Cost Control:

• Monitor distributor billing, incentive structures, and sales commercial policies.
• Control distribution costs across warehousing, transportation, and manpower.
• Optimize freight, delivery mechanisms, and hub-spoke operations for better margins.

Budgeting & Forecasting:

• Prepare and manage annual operating budgets for the distribution vertical.
• Track monthly budget variances, identify cost overruns, and implement corrective actions.
• Conduct financial forecasting and trend analysis to support strategic decisions.

Profit & Loss (P&L) Ownership:

• Fully own and manage the P&L for the distribution business.
• Ensure margin protection by aligning costs with volume and revenue targets.
• Conduct contribution and profitability analysis across regions and SKUs.

Distribution MIS & Reporting:

• Develop and publish daily, weekly, and monthly MIS dashboards to monitor key distribution metrics.
• Present analytical insights to management for data-driven decisions.
• Ensure accuracy and timeliness of sales, stock, delivery, and commercial reports.

Policy Compliance & Audit:

• Ensure adherence to company policies, commercial guidelines, and statutory compliance.
• Coordinate with internal audit teams to address control gaps.
• Lead initiatives to improve process transparency and commercial governance.

Cross-functional Coordination:

• Collaborate with Sales, Finance, Production, and SCM to ensure business continuity.
• Act as a bridge between ground operations and strategic leadership.
• Support the digital transformation of distribution processes, including ERP/CRM implementation.