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.