Description:

Key Responsibilities

1. FMCG Brand Partnership & Procurement Strategy:

National Brand Relationship Excellence:

- Build and maintain strategic partnerships with tier-1 FMCG brands (HUL, P&G, ITC, Dabur, Marico, Reckitt, etc.) across Personal Care, Home Care, and Household categories

- Lead complex Joint Business Plan (JBP) negotiations to secure favorable trade terms, volume bonuses, promotional support, and co-marketing investments

- Position Jumbotail's platform capabilities to brands as superior alternative for non-KVI products and new product launches where traditional distribution faces challenges

- Establish risk mitigation frameworks for brand policy changes, price increases, and promotional discontinuations while maintaining strong partnership relationships

Operational Procurement Leadership:

- Leverage scale advantages through our 150,000+ retailer network to secure preferential terms, priority allocations, and exclusive promotional opportunities

- Demonstrate Jumbotail's value proposition for brands' non-KVI and new product portfolios through superior execution and performance delivery

- Utilize network scale for competitive advantage by providing brands with market insights, consumer data, and geographic reach that traditional distributors cannot match

- Design procurement processes that balance brand requirements with regional market needs and margin optimization, including complex trade settlement management

- Implement working capital optimization strategies including payment terms, credit notes, promotional funding tracking, and rebate management

- Guide regional teams on brand negotiations, trade scheme optimization, and assortment planning based on hands-on FMCG and General Trade expertise

2. Regional Team Leadership & Matrix Management:

Category Specialist Team Development:

- Build and lead a focused team of 3-4 specialists: Personal Care specialist, Home Care specialist, and Household essentials specialist with clear category ownership

- Establish dual reporting matrix where category specialists report functionally to you and operationally to Regional CEOs for local execution

- Transfer hands-on FMCG expertise including brand relationship management, SKU lifecycle planning, and trade term optimization to specialized teams

- Design integrated brand partnership strategies that serve multiple regional markets while maintaining category focus and expertise

Crisis Management & Brand Continuity:

- Navigate brand relationship challenges including supply constraints, price increases, promotional disputes, and policy changes while maintaining business continuity

- Establish contingency strategies including alternative brands, substitute products, and emergency inventory protocols

- Coach regional teams on brand relationship management including escalation procedures, trade scheme optimization, and promotional execution

- Lead rapid response initiatives during brand disruptions to minimize margin impact and maintain customer satisfaction

3. Regional Success Enablement & Market Intelligence:

Regional CEO Partnership & Support:

- Support Regional CEO market competitiveness by ensuring FMCG strategies align with local consumer preferences, competitive positioning, and P&L targets

- Provide weekly market intelligence including competitive pricing, new product launches, promotional calendars, and consumer trend insights

- Resolve conflicts constructively between brand requirements and regional market needs through collaborative problem-solving and creative solutions

- Develop region-specific FMCG assortments that address local preferences while leveraging national brand partnerships and scale advantages

Performance Management & Capability Building:

- Implement monthly specialist reviews focusing on brand relationship quality, SKU performance, regional market support effectiveness, and kirana enablement programs

- Ensure category specialists become effective regional partners who contribute to Regional CEO success while maintaining brand relationships and supporting kirana competitiveness

- Create knowledge sharing frameworks for best practice exchange across categories, regions, and consumer education initiatives

- Lead talent development with emphasis on brand partnership skills, consumer education program development, and kirana competitive positioning strategies

Kirana Success Enablement & Consumer Education:

- Design consumer education programs for new products that help kiranas understand and communicate product benefits to end consumers

- Develop promotional support frameworks that enable kiranas to compete effectively with modern trade through targeted offers, displays, and marketing materials

- Create kirana-focused training materials and support systems for complex FMCG category management and consumer guidance

- Partner with brands to design trade marketing programs that strengthen kirana competitive positioning vs. modern retail channels

4. SKU Portfolio Management & Financial Excellence:

Assortment Strategy & Optimization:

- Develop comprehensive SKU portfolio strategy across Personal Care, Home Care, and Household categories balancing breadth, depth, and profitability

- Manage product lifecycle excellence from new product introduction through maturity to discontinuation with clear performance criteria and margin analysis

- Implement SKU-level profitability analysis that optimizes shelf space, inventory investment, and margin contribution across all categories

- Balance premium and mass market offerings to serve diverse consumer segments while maintaining competitive positioning and margin targets

Financial Management & Trade Structure Optimization:

- Manage complex FMCG trade structures including rebates, promotional funding, volume bonuses, and co-marketing investments

- Implement sophisticated margin management with SKU-level profitability tracking and category performance optimization

- Optimize promotional ROI through data-driven analysis of trade spend effectiveness and promotional calendar management

- Establish comprehensive trade settlement processes for accurate financial reporting and cash flow optimization

5. Strategic National Brand Partnership Development:

Tier-1 Brand Relationship Management:

- Develop and maintain strategic partnerships with 15-20 tier-1 national FMCG brands across Personal Care, Home Care, and Household categories

- Structure sophisticated JBP agreements that optimize trade terms, promotional investment, volume commitments, and new product access

- Build trust-based relationships with key brand managers and trade marketing teams through consistent performance and transparent communication

- Negotiate annual trade terms that provide brands with reliable volume distribution while securing competitive margins and promotional support

National Brand Portfolio Optimization:

- Manage brand portfolio balance across premium, mid-tier, and mass market segments within each category to optimize market coverage and kirana competitiveness

- Coordinate national promotional calendars with brand partners to maximize promotional effectiveness, inventory efficiency, and kirana competitive positioning

- Develop consumer education and promotional programs that help kiranas effectively market new products and compete with modern trade channels

- Leverage 150,000+ retailer network for brand value creation through market testing capabilities, consumer insights from retailer feedback, and geographic expansion support

- Drive brand performance optimization through market intelligence sharing, promotional analysis, distribution insights, and kirana feedback integration

6. Performance Management & Analytics:

Category Performance Leadership:

- Own FMCG category KPIs including gross margin optimization, inventory turns, fill rates, SKU performance, and brand relationship health

- Develop and maintain category dashboards including SKU velocity tracking, margin analysis, and brand partnership scorecards

- Conduct regular business reviews with Chief Merchandising Officer and Regional CEOs on category performance and brand relationship status

- Lead annual FMCG category planning, budgeting, and brand partnership strategy development

Technology Integration & Data Management:

- Adopt assortment planning tools and contribute to demand forecasting accuracy through market intelligence and consumer trend analysis

- Ensure data quality in procurement systems including SKU performance tracking, margin analysis, and brand compliance monitoring

- Implement automated reporting for key performance metrics, brand relationship health, and promotional ROI tracking

- Leverage technology platforms for brand communication, order management, promotional tracking, and performance optimization

Qualifications & Experience:

Essential Requirements:

- 15+ years of FMCG (Personal Care, Home Care, Household) procurement experience with proven track record in brand relationship management

- Hands-on buying expertise with direct P&L responsibility and demonstrable results in JBP negotiations and trade term optimization

- Team leadership experience managing 3-5 category specialists or procurement professionals in matrix environments

- General Trade (GT) expertise with deep understanding of traditional trade distribution, retailer dynamics, and GT vs. modern trade execution differences

- Brand partnership excellence with proven ability to build and maintain relationships with major FMCG companies and secure favorable terms

- SKU portfolio management with experience managing 500+ SKUs across multiple categories and lifecycle stages, particularly non-KVI and new product introduction

- Regional market understanding with experience adapting FMCG strategies to local consumer preferences and traditional trade dynamics

- Financial sophistication with understanding of FMCG trade structures, rebate management, promotional funding, and SKU-level profitability analysis

- Digital B2B platform understanding: Experience with app-based or e-commerce B2B wholesale models and understanding of digital customer engagement vs. traditional sales force approaches

- Technology adoption proficiency with comfort using assortment planning tools, inventory management systems, promotional tracking, and data analytics platforms

Preferred Qualifications

- Startup environment experience: Previous roles in fast-paced, technology-enabled organizations with emphasis on agility and data-driven decision making

- Scale procurement experience: Experience managing large FMCG procurement budgets (>300Cr) and leveraging buyer scale for competitive advantages

- FMCG brand-side experience: Previous roles within major FMCG companies as ASM, ZSM, Brand Manager, or Trade Marketing Manager providing deep understanding of brand decision-making processes

- Digital commerce and platform experience: Exposure to e-commerce, digital marketing, app-based B2B platforms, or technology-enabled retail solutions that enhance traditional trade distribution

- Multi-channel trade expertise: Experience across modern trade, traditional trade, and e-commerce with understanding of different promotional structures and execution challenges

- New product launch management: Deep experience with product introduction processes, promotional strategy, and lifecycle optimization, particularly for non-KVI products

- Consumer insights expertise: Understanding of consumer behavior, market research, and trend analysis in FMCG categories

- Digital commerce experience: Familiarity with e-commerce, digital marketing, and omnichannel retail operations

- Advanced negotiation training: Formal training or certification in complex commercial negotiations and relationship management

- MBA in Marketing, Retail Management, or related field

Personal Attributes:

- Results-oriented execution with focus on delivering measurable outcomes in margin improvement, brand relationships, and portfolio performance

- Regional partnership mindset with genuine commitment to Regional CEO success and collaborative approach to matrix management

- Brand relationship excellence with proven ability to build trust-based partnerships, navigate complex organizational dynamics, and evangelize platform capabilities within brand hierarchies

- Commercial acumen with deep understanding of FMCG economics, trade structures, and profitability optimization

- Platform differentiation understanding: Experience working with or understanding digital B2B platforms vs. traditional sales force-driven distribution models

- Technology-forward thinking with openness to digital tools and data-driven assortment planning

- Market intelligence orientation with strong analytical skills and curiosity about consumer trends and competitive dynamics

Compensation & Benefits:

- Competitive total compensation commensurate with role impact and candidate experience

- Meaningful equity participation with significant upside potential

- Performance-linked bonus tied to FMCG category performance and overall company success

- Comprehensive benefits including health insurance, transport allowance, and professional development budget

Location & Travel:

- Base Location: Bangalore (5 days/week + alternate Saturdays as required)

- Travel Requirements:

- 25-30% travel to brand headquarters, regional markets, and trade events

- Regular visits to Regional clusters for market intelligence and team collaboration

- Brand engagement across major metros for relationship building and JBP negotiations

- Conference participation in FMCG, retail, and consumer goods industry events

Reporting Structure

Reports To: Chief Merchandising Officer (CMO)

Direct Reports:

- 3-4 Category Specialists (Personal Care, Home Care, Household Essentials) with dual reporting matrix to Regional CEOs

- FMCG Analytics Specialist (future hire)

Collaborates With:

- 4 Regional CEOs and Regional Merchandising Heads

- Supply Chain, Finance, and Technology teams for operational coordination

- Stores and HORECA teams for channel-specific requirements

Matrix Management: Category Specialists have dual accountability functional reporting to this role for brand relationships and procurement strategy, operational reporting to Regional CEOs for local execution and market responsiveness.