Chief Business Officer - Consumer/FMCG

Our client is looking for a high-calibre Chief Business Officer (CBO) to take complete ownership of the commercial growth agenda for a fast-growing consumer business.

This is a business leadership role, not a traditional Sales Head position. The CBO will be responsible for building the next phase of the business by driving revenue, profitability, channel expansion and market penetration across Quick Commerce, E-commerce, Modern Trade and General Trade.

The ideal candidate will bring a strong FMCG / D2C / consumer pedigree, deep commercial understanding and the ability to operate with a CEO mindset combining sales, channel strategy, digital commerce, marketing and P&L ownership.

Key Responsibilities:

Business & P&L Leadership:

• Own the overall revenue, gross margin and profitability agenda for the business.
• Develop and execute the annual and long-term business strategy.
• Drive the business from its current scale toward the next phase of significant growth.
• Own budgets, forecasts, commercial plans and business performance.
• Identify new revenue pools, markets, channels and growth opportunities.
• Drive a strong culture of data-led decision making and accountability.

Omnichannel Growth:

• Lead the business across Q-commerce, E-commerce, Modern Trade and General Trade.
• Build a differentiated strategy for each channel based on growth, profitability and consumer behaviour.
• Drive expansion of distribution, assortment, geographic presence and channel productivity.
• Build strong relationships with key customers, platforms, distributors and strategic partners.

Quick Commerce & E-commerce:

• Make Q-commerce and E-commerce significant engines of business growth.
• Lead relationships and commercial partnerships with platforms such as Zepto, Blinkit, Swiggy Instamart, BigBasket and other emerging platforms.
• Drive platform-level revenue, assortment, visibility, availability, pricing, promotions and profitability.
• Work closely with performance marketing and retail media teams to improve conversion, ROAS, customer acquisition and repeat purchase.
• Develop Joint Business Plans and long-term growth partnerships with key platforms.

Sales & Distribution:

• Strengthen the Modern Trade and General Trade business.
• Build a scalable distribution and sales organisation across markets.
• Drive distributor productivity, outlet expansion, market penetration and sales-force effectiveness.
• Develop the right balance between GT, MT and digital channels as the business scales.

Commercial & Category Leadership:

• Own pricing, trade spends, margins, promotions and channel profitability.
• Optimise product portfolio and assortment based on consumer and channel insights.
• Identify new categories, products and channels that can create incremental growth.
• Work closely with Marketing to translate brand strategy into commercial growth.

Ideal Candidate:

• 12-18 years of experience across FMCG, Food, Beverage, D2C, Consumer or other high-growth businesses.
• Strong pedigree from leading FMCG / consumer / D2C organisations.
• Proven experience in commercial or P&L leadership.
• Strong track record of scaling businesses through multiple channels.
• Significant exposure to Quick Commerce and E-commerce is highly desirable.
• Strong understanding of Blinkit, Zepto, Swiggy Instamart and the broader digital commerce ecosystem.