Head - Modern Trade - FMCG/eCommerce/Quick Commerce

Description:

• Develop and execute Modern Trade and E-commerce sales strategies aligned with overall business goals
• Build annual business plans (ABP), JBPs, and channel-wise growth roadmaps
• Identify new growth opportunities across formats, platforms, and regions

Key Account Management Modern Trade:

• Manage national & regional MT accounts (e.g., Reliance, DMart, Metro, Walmart, Spar, etc.)
• Lead Joint Business Planning (JBP) with key customers
• Negotiate commercials, margins, promotions, listings, and visibility
• Drive assortment expansion, shelf productivity, and in-store execution

E-commerce Management:

• Own performance of E-commerce platforms (Amazon, Flipkart, Big Basket, Blinkit, Zepto, Instamart, Jio Mart, Swiggy, Zomato, etc.)
• Drive online revenue, ROI on promotions, visibility, and search rankings
• Coordinate with marketing on digital campaigns, content, and brand stores
• Track metrics like GMV, conversion, ROAS, fill rate, and customer ratings

Sales Execution & Operations:

• Ensure flawless execution of promotions, launches, and seasonal plans
• Monitor sales performance vs targets; take corrective actions
• Coordinate with supply chain for forecasting, fill rates, and inventory control

Team Leadership:

• Lead, coach, and develop MT & E-commerce sales teams
• Set clear KPIs and conduct performance reviews
• Build a high-performance, execution-driven culture

Cross-Functional Collaboration:

• Work closely with Marketing, Finance, Supply Chain, and Category teams
• Align pricing, promotions, NPD launches, and visibility plans

Reporting & Analytics:

• Track sales, margins, schemes, and customer profitability
• Present regular business reviews and actionable insights to leadership

Key Performance Indicators (KPIs):

• Channel-wise revenue & profitability
• Market share growth (MT & E-com)
• JBP achievement & customer scorecards
• Promotion ROI & visibility metrics
• Team productivity & capability development

Skills & Competencies:

• Strong negotiation & commercial acumen
• Deep understanding of MT & E-commerce business models
• Data-driven decision making & analytical mindset
• Leadership, stakeholder management & execution excellence
• High ownership and result orientation

Preferred Background:

• FMCG / Consumer Products / Retail-first organizations
• Experience handling both offline MT + online E-commerce is highly desirable