Manager - Distribution Process

Job Description: Distribution Channel Executive – Publication Company

Job Title

Distribution Channel Executive / Manager

Department

Sales & Distribution

Reporting To

Sales Head / Regional Sales Manager

Job Summary

The Distribution Channel Executive is responsible for developing, managing, and expanding the distribution network for the publication company. The role includes appointing distributors, maintaining relationships with booksellers and dealers, ensuring timely supply of books, achieving sales targets, and increasing market reach in schools, retail markets, and educational institutions.

Key Responsibilities

Distributor Management

Appoint and manage distributors, wholesalers, and dealers in assigned territories.

Build strong relationships with book distributors, retailers, and educational channel partners.

Monitor distributor performance, stock movement, and payment cycles.

Resolve distributor issues related to supply, pricing, returns, and claims.

Sales & Market Expansion

Achieve monthly and annual sales targets.

Expand the company’s distribution network across cities and states.

Identify new business opportunities in schools, bookstores, coaching institutes, and online channels.

Conduct market visits to increase product visibility and availability.

Order & Supply Coordination

Coordinate with warehouse and logistics teams for timely dispatch of books.

Ensure proper stock availability during peak academic seasons.

Track pending orders and delivery status.

Collection & Accounts

Follow up on outstanding payments from distributors and dealers.

Maintain healthy payment cycles and credit control.

Coordinate with the accounts department for reconciliation.

Market Intelligence

Collect information about competitor publications, pricing, and market trends.

Provide feedback from distributors, schools, and retailers to management.

Suggest strategies for improving sales and distribution efficiency.

Promotion & Relationship Building

Participate in book fairs, educational events, and distributor meetings.

Support promotional campaigns and product launches.

Maintain long-term relationships with channel partners.

Required Skills

Strong communication and negotiation skills

Knowledge of book distribution and publication market

Ability to manage dealer/distributor networks

Sales and target-oriented approach

Good coordination and relationship management skills

Basic computer knowledge (Excel, ERP, CRM)

Qualification

Bachelor’s degree in Business, Marketing, Commerce, or related field

MBA preferred (optional)

Experience

2–8 years experience in publication, educational sales, FMCG distribution, or channel sales

Experience in school book distribution preferred

Preferred Industry Experience

Educational publication companies

School book distributors

Academic content companies

Stationery or educational product sales

Key Performance Indicators (KPIs)

Sales growth in assigned territory

Number of active distributors/dealers

Collection efficiency

Market expansion

Distributor satisfaction

Timely order fulfillment

Working Conditions

Frequent market travel

Meetings with distributors, schools, and retailers

Seasonal workload during academic sessions

Sample Short Version (for Job Portal Posting)

Distribution Channel Executive – Publication Industry

We are looking for an experienced Distribution Channel Executive to manage and expand our distributor network for school and educational books. The candidate should have strong sales, dealer management, and market expansion skills with experience in publication or educational sales.

Responsibilities:

Manage distributors and dealers

Achieve sales targets

Expand market reach

Coordinate supply and collections

Build relationships with schools and booksellers

Experience: 2+ years in publication/channel sales

Location: Delhi NCR / Pan India

Industry: Educational Publications

If you want, I can also prepare:

KPI sheet for channel sales team

Distribution manager JD

Sales officer JD for school visits

Incentive structure for distributors

Distributor agreement format

Hierarchy structure for publication sales network

Interview questions for hiring channel sales staff