Head of Distribution and Retail Operations

Head Distribution and Retail

Accountabilities/Duties 

• Distributor Network strategy & Governance 

• Channel Partner Management 

• Chain Pharmacy Management 

• E-Commerce Account Management( B2B and B2C) 

• Network mapping /Distribution Planning 

• Lead Customer Experience Optimization 

• Customer Master & Commercial Data Governance (MDG/SAP) 

• Inventory and Supply Chain Management 

• Technology & Digital Enablement 

• Co-develop/comply with Local Distribution SOPs 

• Stakeholder & Cross-Functional Leadership 

 

 Business Impact: 

• Define and own the India MC distribution governance framework across depots, CFAs, Super Stockists, and AW network. 

• To lead and govern end-to-end distribution strategy, commercial operations, master data governance, financial compliance, and depot excellence across the network. The role acts as strategic control ensuring revenue assurance, regulatory compliance, system integrity (SAP/MDG), and operational efficiency while partnering closely with Sales, Finance, Supply Chain, Compliance, and IT.  

• The person is responsible for managing Chain Pharmacies and lead E-Commerce charter. As the distribution landscape is consolidating in India, lead thinking in retail distribution with large distribution houses. 

• The role leads the process improvements and simplifications with aim to reduce redundancies and improved TAT.   

• Person designs and owns the engagement charter which includes performance mapping, network hygiene. 

• Operational Efficiency with best-in-class network and its hygiene, distributor engagement for performance management is very significant to have right distributors to parter for AZ growth. 

• Critical Skills/Capabilities: In-depth understanding of pharma trade practices, distributor management, sales management, AZ processes, Quality and compliance guidelines. Good team and stakeholder management is essential. Good Communication skills are must. 

HIGHLIGHT THE SKILLS AND CAPABILITIES NEEDED 

Essential for the role: 

• MBA from Tier 1 or Premium B-School 

• Min. 13-15 years of work experience; Min. 3-4 years in managing distributors and sales territory 

• At least 4-5 years sales experience  

• Executed Joint Business Plans with Distributor, Chain Pharmacies and E-Commerce Partners. 

• Highly skilled in Collaboration to develop alliances and partnerships. 

• Ability to manage complex situations. 

• Willingness to travel within India. 

• Project management certification/ knowledge of tools 

• Good with MS-Excel and Power point 

Desirable for the role 

• Understanding of India Pharma Market and distribution landscape 

• Ability to think out of box and drive innovation. 

• Excellent writing and communication skills 

Office Working Requirements – Mumbai, Maharashatra, India 

When we put unexpected teams in the same room, we unleash bold thinking with the power to inspire life-changing medicines. In-person working gives us the platform we need to connect, work at pace and challenge perceptions. That’s why we work, on average, a minimum of three days per week from the office. But that doesn’t mean we’re not flexible. We balance the expectation of being in the office while respecting individual flexibility. Join us in our unique and ambitious world.

Date Posted

06-May-2026

Closing Date

05-May-2026

AstraZeneca embraces diversity and equality of opportunity.  We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills.  We believe that the more inclusive we are, the better our work will be.  We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics.  We comply with all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorization and employment eligibility verification requirements.

Experience Level

Executive Level