Head Distribution and Retail

AstraZeneca -
Mumbai, Maharashtra

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Job details

Full-time

Qualifications

Microsoft Powerpoint
Microsoft Excel
Sales
SAP
Master's degree
Project management
SAP Supply Chain Management
MBA
Communication skills

Full job description

Posted date May. 06, 2026

Contract type Full time

Job ID R-251629

Why choose AstraZeneca India?

Help push the boundaries of science to deliver life-changing medicines to patients. After 45 years in India, we’re continuing to secure a future where everyone can access affordable, sustainable, innovative healthcare.

The part you play in our business will be challenging, yet rewarding, requiring you to use your resilient, collaborative and diplomatic skillsets to make connections. The majority of your work will be field based, and will require you to be highly-organised, planning your monthly schedule, attending meetings and calls, as well as writing up reports.

Who do we look for?

Calling all tech innovators, ownership takers, challenge seekers and proactive collaborators. At AstraZeneca, breakthroughs born in the lab become transformative medicine for the world's most complex diseases. We empower people like you to push the boundaries of science, challenge convention, and unleash your entrepreneurial spirit. You'll embrace differences and take bold actions to drive the change needed to meet global healthcare and sustainability challenges.

Here, diverse minds and bold disruptors can meaningfully impact the future of healthcare using cutting-edge technology. Whether you join us in Bengaluru or Chennai, you can make a tangible impact within a global biopharmaceutical company that invests in your future. Join a talented global team that's powering AstraZeneca to better serve patients every day.

Success Profile

Ready to make an impact in your career? If you're passionate, growth-orientated and a true team player, we'll help you succeed. Here are some of the skills and capabilities we look for.

Tech innovators

Make a greater impact through our digitally enabled enterprise. Use your skills in data and technology to transform and optimise our operations, helping us deliver meaningful work that changes lives.

Ownership takers

If you're a self-aware self-starter who craves autonomy, AstraZeneca provides the perfect environment to take ownership and grow. Here, you'll feel empowered to lead and reach excellence at every level — with unrivalled support when you need it.

Challenge seekers

Adapting and advancing our progress means constantly challenging the status quo. In this dynamic environment where everything we do has urgency and focus, you'll have the ability to show up, speak up and confidently take smart risks.

Proactive collaborators

Your unique perspectives make our ambitions and capabilities possible. Our culture of sharing ideas, learning and improving together helps us consistently set the bar higher. As a proactive collaborator, you'll seek out ways to bring people together to achieve their best.

Responsibilities

Job ID R-251629 Date posted 05/06/2026

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

18-May-2026

Closing Date

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.

Explore the local area

Take a look at the map to see what’s nearby.

Reasons to Join

Thomas Mathisen

There are many things I enjoy when working at AstraZeneca, mainly the Speak up culture, the great colleagues that are in my teams, the great products that AstraZeneca provides to our patients and the challenging conversations I have around our medicines.

Sales Representative Oslo, Norway

Christine Recchio

Working at AstraZeneca has impacted my life in such a positive way. I now have an improved work-life balance through creating my own schedule and time management, I feel a balance that I didn’t have before.

Sales Representative California, United States

Stephanie Ling

There are a lot of reasons why I enjoy working in AstraZeneca, my colleagues being one of them. My team members and the managers have provided a great deal of guidance in helping me to be more confident in my daily work.

Sales Representative Petaling Jaya, Malaysia

What we offer

We're driven by our shared values of serving people, society and the planet. Our people make this possible, which is why we prioritise diversity, safety, empowerment and collaboration. Discover what a career at AstraZeneca could mean for you.

Lifelong learning

Our development opportunities are second to none. You'll have the chance to grow your abilities, skills and knowledge constantly as you accelerate your career. From leadership projects and constructive coaching to overseas talent exchanges and global collaboration programmes, you'll never stand still.

Autonomy and reward

Experience the power of shaping your career how you want to. We are a high-performing learning organisation with autonomy over how we learn. Make big decisions, learn from your mistakes and continue growing — with performance-based rewards as part of the package.

Health and wellbeing

An energised work environment is only possible when our people have a healthy work-life balance and are supported for their individual needs. That's why we have a dedicated team to ensure your physical, financial and psychological wellbeing is a top priority.

Inclusion and diversity

Diversity and inclusion are embedded in everything we do. We're at our best and most creative when drawing on our different views, experiences and strengths. That's why we're committed to creating a workplace where everyone can thrive in a culture of respect, collaboration and innovation.

Apply Now

Why choose AstraZeneca India?

Who do we look for?

Success Profile

Tech innovators

Ownership takers

Challenge seekers

Proactive collaborators

Responsibilities

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.

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