General Manager - Channel Sales & Distribution - FMCG

About the Opportunity :

We are partnering with a fast-growing FMCG business headquartered in Mumbai to hire a seasoned GM for Channel Sales & Distribution - a high-impact senior leadership role responsible for driving revenue growth and expanding market reach across India's evolving retail landscape.

Key Responsibilities :

Channel Strategy & Leadership :

• Own and drive revenue, volume, and market share targets nationally
• Develop multi-channel sales strategy across GT, MT, and Q-commerce
• Lead, mentor, and scale regional and national sales teams
• Partner with marketing on trade activations and consumer programs

Distribution Expansion :

• Expand distribution reach into new and under-penetrated geographies
• Onboard and manage distributor/super-stockist networks for full coverage
• Build systems to track outlet productivity, fill rates, and shelf availability

Key Accounts & Modern Trade :

• Lead JBP negotiations with major MT, e-commerce, and Q-commerce accounts
• Build strategic partnerships with national grocery chains and hypermarkets
• Drive category leadership through planogram and promotional effectiveness

Revenue Growth & Analytics :

• Optimise pricing, trade spend ROI, and channel mix for top-line growth
• Use market intelligence to identify new segments and white space opportunities
• Own the annual sales operating plan and report to senior leadership

What We're Looking For :

Experience :

• 10+ years in FMCG sales leadership with national-level scope

Channels :

• Deep expertise across General Trade,Modern Trade, and Q-commerce

Track Record :

• Proven success in distribution expansion, key accounts, and revenue growth at scale

Leadership :

• Experience building and retaining high-performing, distributed sales teams

Analytics :

• Strong commercial acumen backed by data-driven decision-making

Education :

• MBA or equivalent postgraduate qualification (preferred)

Added Advantage :

• Prior experience in confectionery and/or cold chain premium products will be a strong differentiator.

- Familiarity with category-specific trade dynamics and consumer behaviour in these segments is highly valued.