Business Development Manager - Retail, Distribution & Operations

Refresco Coffee; Bengaluru; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Refresco Coffee in Bengaluru is seeking a Channel & Distribution Manager to drive growth across distributors, retailers, HORECA, quick commerce, and e-commerce while overseeing packaging, quality, and operational readiness to ensure product availability and customer satisfaction.

The successful candidate will bring 3–8 years of FMCG/distribution experience, strong negotiation and relationship skills, and the ability to coordinate across sales, operations, and quality functions in a fast-growing

Qualifications

• Experience in FMCG, consumer products, or retail distribution.
• Strong negotiation and communication skills.
• Ability to build and manage distributor and channel partnerships.
• Experience across multiple channels: modern trade, general trade, e-commerce, and quick commerce.
• Proven track record of improving sales, quality, and operational efficiency.

Responsibilities

• Identify, onboard, and manage distributors, retailers, supermarkets, HORECA and channel partners.
• Expand product presence across modern trade, general trade, quick commerce, and e-commerce channels.
• Negotiate commercial agreements, pricing, margins, and promotions.
• Monitor market trends, competitor activities, and channel performance.
• Drive sales growth and achieve revenue targets.
• Coordinate inventory planning and product availability across channels.
• Work with logistics and fulfillment partners to ensure timely deliveries.
• Support onboarding of new distribution and retail partners.
• Coordinate with packaging vendors and suppliers.
• Monitor packaging quality, timelines, and cost efficiency.
• Identify and onboard new vendors as required.
• Ensure packaging standards align with brand requirements.
• Oversee product quality across production, packaging, warehousing, and distribution.
• Coordinate product inspections and quality checks.
• Track customer complaints and quality-related issues.
• Work with production partners to implement corrective and preventive actions.
• Ensure compliance with applicable food safety and quality standards.
• Prepare sales, channel, quality, and operational performance reports.
• Monitor distributor performance and retail coverage.
• Recommend actions to improve sales, quality, and operational efficiency.

Skills

Negotiation

Communication

Relationship management

Channel management

Cross-functional collaboration

Job description

Drive retail growth and market expansion by developing distributor, retail, HORECA, quick commerce, and e-commerce channels while overseeing packaging, quality, and operational readiness to ensure consistent product availability and customer satisfaction.

What you'll do

• Identify, onboard, and manage distributors, retailers, supermarkets, HORECA partners, and channel partners
• Expand product presence across modern trade, general trade, quick commerce, and e-commerce channels
• Negotiate commercial agreements, pricing, margins, and promotional activities
• Monitor market trends, competitor activities, and channel performance
• Drive sales growth and achievement of revenue targets
• Coordinate inventory planning and product availability across channels
• Work with logistics and fulfillment partners to ensure timely deliveries
• Support onboarding of new distribution and retail partners
• Coordinate with packaging vendors and suppliers
• Monitor packaging quality, timelines, and cost efficiency
• Identify and onboard new vendors as required
• Ensure packaging standards align with brand requirements
• Oversee product quality standards across production, packaging, warehousing, and distribution
• Coordinate product inspections and quality checks
• Track customer complaints and quality-related issues
• Work with production partners to implement corrective and preventive actions
• Ensure compliance with applicable food safety and quality standards
• Prepare sales, channel, quality, and operational performance reports
• Monitor distributor performance and retail coverage
• Recommend actions to improve sales, quality, and operational efficiency

What we're looking for

• 3-8 years of experience in FMCG, food and beverage, consumer products, or retail distribution
• Experience managing distributors, retail channels, and vendor relationships
• Understanding of packaging, quality assurance, and operational processes
• Strong negotiation, communication, and relationship management skills
• Ability to work across sales, operations, and quality functions in a fast-growing business

Nice to have

• Experience handling quick commerce and e-commerce growth initiatives
• Hands-on experience with channel performance reporting and KPI dashboards

What you get

• High ownership role across sales, operations, and quality functions
• Opportunity to build and scale distribution for a fast-growing wellness coffee brand
• Cross-functional exposure with direct impact on growth and customer experience
• Fast-paced environment with strong learning and leadership growth opportunities