Description:

Industry: Building Materials / Bathware / Pipes / FMCG (Retail-led Manufacturing)

Location: Mumbai

Grade: M8 / Leadership Band

Reporting To: Joint Managing Director

1. Role Mandate:

- We are seeking a seasoned business leader to drive end-to-end Retail Sales & Marketing transformation for a large, multi-category building materials organization.

- The role will be responsible for managing and scaling a 2000+ Cr retail-driven business, strengthening market leadership, and building a future-ready, high-performance commercial organization.

- This position requires a leader with a strong blend of strategic thinking, execution excellence, and deep channel understanding, particularly across dealer-distributor ecosystems, project interfaces, and retail expansion models.

2. Key Responsibilities:

2.1 Business & Revenue Leadership:

- Own and drive national retail business P&L with responsibility for 2000 Cr+ turnover.

- Deliver aggressive growth aligned to AOP targets (Revenue + EBITDA).

- Identify new revenue streams across product categories and geographies.

2.2 Sales Strategy & Execution:

- Architect and implement pan-India sales strategy across:

- Retail (Dealer/Distributor Network)

- Projects & Institutional Sales

- Emerging Channels

- Build scalable frameworks for SKU optimization, pricing, and channel profitability.

- Drive data-led forecasting, demand planning, and sales analytics.

2.3 Marketing & Brand Leadership:

- Lead integrated marketing strategy (ATL/BTL/Retail Branding).

- Strengthen brand positioning across categories (Pipes, Bathware, etc.).

- Ensure strong ROI-driven campaign planning and execution.

Drive retail visibility through :

- Shop branding

- Dealer engagement programs

- Activation campaigns

2.4 Channel Expansion & Network Penetration:

- Scale and strengthen dealer-distributor network across India.

- Drive deep market penetration strategies, especially Tier 2/3 markets.

- Ensure channel productivity, retention, and profitability.

2.5 Customer & Market Excellence:

Build strong frameworks for :

- Customer experience & retention

- Complaint resolution systems

- Leverage market intelligence & competitor insights for strategic decisions.

Strengthen relationships with:

- Builders

- Contractors

- Architects

- Government bodies

2.6 Team Leadership:

- Lead and inspire a large, geographically dispersed sales & marketing team.

- Build a high-performance, ownership-driven culture.

- Drive leadership development & succession planning.

2.7 Working Capital & Governance:

- Ensure tight control on:

- DSO (Debtor Days)

- Credit discipline

- Balance growth with financial prudence and risk management.

3. Desired Candidate Profile:

3.1 Qualification:

- Bachelors Degree in Engineering (Preferred)

- MBA in Marketing / Strategy (Tier 1 / Tier 2 institutes preferred)

3.2 Experience:

- 2025 years of experience in Building Materials / FMCG / Retail-driven Manufacturing

- Must have handled 15002000 Cr+ business scale

Strong exposure to :

- Retail + Project Sales

- Channel-driven business models

- Multi-location team management

3.3 Functional Expertise:

- Sales strategy & GTM execution

- Channel development & dealer economics

- Pricing, costing & margin optimization

- Retail branding & consumer marketing

- Market intelligence & analytics

- New product commercialization

3.4 Behavioral Competencies :

- Strong business acumen & ownership mindset

- Proven leader of large teams

- Excellent stakeholder management (internal & external)

- High execution intensity with strategic clarity

- Ability to operate in a fast-scaling, performance-driven environment

3.5 Mobility:

- Open to extensive travel across India

4. Ideal Industry Background:

- Pipes & Fittings

- Bathware / Sanitaryware

- Building Materials

- FMCG (Retail-heavy distribution models)