Assistant General Manager (AGM) - FMCG Omni-Channel Sales

About the Company

We are on an ambitious journey to become the first India-origin international QSR & CPG powerhouse. As part of our aggressive scale-up roadmap, we are expanding our physical footprint to 1,000+ stores across India by FY27 while establishing international hubs in the Middle East and Southeast Asia.

Driven by rapid culinary innovation, automated supply chain practices, and deep consumer loyalty, we are scaling our packaged FMCG retail vertical nationwide. We are seeking an entrepreneurial sales leader to spearhead distribution and revenue across every modern and traditional retail touchpoint.

Role Overview

The AGM - FMCG Omni-Channel Sales will formulate and execute the end-to-end commercial strategy across General Trade (GT), Modern Trade (MT), E-commerce, Quick Commerce (Q-Com), and emerging B2B channels.

This role owns national market penetration, distributor network expansion, key account terms, trade spend ROI, and revenue targets. The position requires a hands-on leader who can balance legacy FMCG route-to-market mechanics with the operational velocity of digital dark-store ecosystems.

Key Responsibilities

1. Strategic Commercial Growth & Go-to-Market (GTM):

- Architect and implement unified omni-channel sales playbooks across GT, MT, Quick Commerce (Blinkit, Zepto, Instamart), E-commerce (Amazon, Flipkart), and institutional B2B channels.

- Build multi-city market penetration roadmaps to rapidly scale brand footprint and on-shelf visibility.

- Own channel-wise P&L, volume forecasting, and top-line/bottom-line revenue realization.

2. Channel Operations & Account Management:

- General Trade: Expand super-stockist, distributor, and wholesale networks; optimize beat plans and secondary sales realization.

- Modern Trade: Drive Joint Business Planning (JBP) with key accounts (Reliance, DMart, Spencers, Nature's Basket); negotiate shelf space, end-cap placements, and promotional calendars.

- Quick Commerce & E-commerce: Oversee fill rates, dark store inventory availability, trade spends, and platform visibility to drive high run-rates.

3. Trade Marketing & Financial Rigor:

- Formulate pricing structures, channel margins, trade schemes, and annual incentive frameworks.

- Supervise trade marketing spend, auditing ROI across sampling drives, in-store promoter programs, and digital platform visibility ads.

- Conduct continuous sales forecasting, pipeline reviews, and demand planning in tight coordination with Supply Chain and Finance.

4. Cross-Functional Execution & Team Leadership:

- Direct and mentor regional sales managers, area sales executives, and third-party field teams.

- Partner with Supply Chain to resolve inventory bottlenecks, minimize out-of-stock (OOS) rates, and streamline fill rates (OTIF).

- Track channel-specific competitor activations, consumer price-point shifts, and emerging category trends to inform brand portfolio decisions.

Candidate Profile & Qualifications

Educational Background:

- Education: MBA / PGDM in Marketing, Sales, or General Management from a top-tier B-School (IIMs, XLRI, SPJIMR, FMS, MDI, or equivalent premier institutes) with a consistent, strong academic track record.

Professional Experience:

- Experience: 3 to 6 years of accelerated, high-impact experience in FMCG sales and distribution.

- Channel Exposure: Direct exposure to multiple retail channels, with demonstrable experience handling both offline distribution networks (GT/MT) and modern online ecosystems (E-com/Q-Com).

- Category Background: Prior experience in Packaged Foods, Ready-to-Eat (RTE), Condiments, Beverages, or fast-moving impulse categories is strongly preferred.

Core Competencies:

- Commercial Acumen: Clear understanding of trade margins, distributor ROI, stock turnaround times, and contract negotiations.

- Stakeholder Management: Proven track record in pitching, negotiating, and locking JBPs with national retail chains and digital platform leads.

- Analytical Problem-Solving: Comfort using sales analytics tools, secondary sales data (DMS/SFA), and platform metrics to drive demand decisions.

- Execution Leadership: Strong communication, presence, and team-building capability to motivate field teams and negotiate with external partners.