Business Head - Modern Trade & Quick Commerce - Food Industry

• Position: Business Head - Modern Trade & Quick Commerce
• Location: Kolkata (HQ), with Pan-India responsibility
• Reporting To: Director / CEO
• Experience: 20-25+ years in FMCG, preferably in Spice/Food industry
• Role Objective:

To lead and scale the Modern Trade, Quick Commerce, and Institutional Sales business across India by driving revenue growth, strengthening key account partnerships, expanding national presence, and building a future-ready omnichannel strategy.

This role carries full P&L ownership for the MT, Q-Commerce, and Institutional Sales verticals and will be responsible for creating and executing a high-growth channel strategy aligned with the company's expansion plans.

Key Responsibilities:

Strategic Leadership:

• Develop and execute the national strategy for Modern Trade, Quick Commerce, and Institutional Sales.
• Drive the Annual Operating Plan
• AOP and long-term growth roadmap.
• Identify and convert expansion opportunities across national and regional retail chains.
• Build a differentiated go-to-market strategy for modern retail and digital commerce channels.

P&L Ownership:

• Own revenue, margins, trade spends, and overall profitability for the channel.
• Ensure strong ROI on trade promotions, schemes, and visibility investments.
• Deliver sustainable and profitable growth across key accounts.

Key Account Management:

• Manage strategic relationships with key accounts such as Reliance Retail, D-Mart, Spencer's, More, Metro Cash & Carry, and similar chains.
• Manage Quick Commerce relationships across Blinkit, Zepto, Swiggy Instamart, BigBasket, Amazon Fresh, and other relevant platforms.
• Negotiate commercial terms, listing fees, Joint Business Plans JBPs, visibility programs, and promotional investments.
• Ensure strong secondary sales, fill rates, and stock rotation across accounts.

Quick Commerce Acceleration:

• Design SKU and pack architecture specific to Quick Commerce, including fast-moving packs and combo offers.
• Improve product visibility, search ranking, and platform-level promotions.
• Collaborate with digital marketing teams on performance-led campaigns.
• Strengthen forecasting and fill-rate planning to support faster service levels.

Supply Chain and Forecasting Alignment:

• Work closely with supply chain and production teams for demand forecasting and supply planning.
• Reduce stock-outs and improve inventory efficiency.
• Ensure seamless replenishment and service levels across channels.

Team Building and Leadership:

• Build, lead, and mentor the Modern Trade and Quick Commerce sales team.
• Define KRAs, KPIs, and performance metrics for the function.
• Develop second-line leadership for long-term business scalability.

Data and Analytics:

• Monitor sell-in versus sell-out trends and act on insights.
• Track category growth, competitor performance, and market share trends.
• Identify high-velocity SKUs and rationalize slow-moving products to optimize assortment.

Candidate Profile:

• 20-25+ years of experience in FMCG, preferably in Food/Spices.
• Strong experience in handling national Modern Trade accounts.
• Proven exposure to Quick Commerce platforms and channel expansion.
• Excellent negotiation, relationship management, and analytical skills.
• Strong strategic mindset with high execution capability.
• MBA preferred; graduation is mandatory.