FMCG Operations Head

Location: Thane | Industry: Logistics & Supply Chain | Function: Warehouse Operations | Experience: 10 - 15 Years | Full Time

Job Objective

The Head - FMCG Business Vertical will be responsible for building, managing and scaling the FMCG business vertical of the organization. The role will own the end - to - end FMCG P&L and will be responsible for business growth, customer acquisition and retention, solution development, operational excellence, profitability and strategic account management across warehousing, distribution, transportation and integrated supply - chain solutions.

The ideal candidate should have strong experience in managing large FMCG accounts within a 3PL / contract logistics environment and should possess a combination of commercial acumen, customer management, operations expertise and P&L leadership.

Key Responsibilities

A. Business & P&L Ownership:

- Own the complete P&L of the FMCG vertical, including revenue, gross margin, contribution and operating profitability.

- Develop and execute the annual business plan and growth strategy for the FMCG vertical.

- Identify opportunities to improve revenue, margin, productivity and asset utilization.

- Drive cost optimization without compromising customer service levels.

- Establish business KPIs and ensure regular performance reviews.

B. Business Development & Growth:

- Develop and execute the FMCG sector growth strategy across India.

- Identify and acquire new customers across FMCG categories such as:

1. Food & Beverages

2. Personal Care

3. Home Care

4. Packaged Foods

5. Consumer Products

6. Dairy / Frozen / Ambient FMCG

- Build a strong pipeline of large strategic accounts and new business opportunities.

- Lead large RFP/RFQ/RFI and solutioning processes, from opportunity identification through commercial closure.

- Develop differentiated 3PL solutions covering:

1. Warehousing

2. Distribution

3. Primary & secondary transportation

4. Last - mile distribution

5. Inventory management

6. Value - added services

7. Control tower / visibility solutions

8. Integrated supply - chain solutions

C. Key Account Management:

- Own relationships with strategic FMCG customers at CXO / Business Head / Supply Chain Head level.

- Ensure high customer retention and develop long - term strategic partnerships.

- Drive account mining and cross - selling of additional logistics services.

- Establish structured governance mechanisms including MBR/QBR/EBR with key customers.

- Proactively identify customer pain points and convert them into business opportunities.

D. Operations & Service Excellence:

- Ensure operational excellence across all FMCG accounts.

- Drive adherence to agreed SLA/KPI/SIFOT, OTIF, inventory accuracy, order accuracy and service levels.

- Establish standardized operating processes across locations.

- Drive productivity improvement through:

1. Process optimization

2. Automation

3. Technology adoption

4. Network optimization

5. Workforce productivity

- Ensure effective management of operational risks, business continuity and customer escalations.

E. Solution Design & Supply Chain Transformation:

- Partner with customers to understand their supply - chain challenges and develop end - to - end logistics solutions.

- Lead network design, warehouse design, transportation optimization and distribution strategy.

- Drive technology - enabled solutions such as WMS, TMS, control towers, analytics and real - time visibility.

- Identify opportunities for automation and digital transformation within FMCG operations.

- Develop scalable solutions that can support customer growth and geographic expansion.

F. Commercial & Contract Management:

- Own commercial negotiations with customers along with the finance/commercial team.

- Ensure appropriate pricing and profitability for new and existing contracts.

- Review contract commercials, escalation clauses, productivity assumptions and cost structures.

- Drive timely renewal of contracts and renegotiation of commercially unsustainable contracts.

- Ensure effective governance of claims, penalties, recoveries and commercial leakages.

G. Organization & People Leadership:

- Build a high - performing FMCG leadership team across business development, operations, solution design and account management.

- Define organization structure, roles, KPIs and performance management systems.

- Develop second - line leadership and succession planning.

- Create a strong customer - centric and performance - driven culture.

- Attract and retain talent with relevant FMCG and 3PL expertise.

H. Strategic Partnerships & Industry Development:

- Build relationships with FMCG ecosystem partners, technology providers and transport partners.

- Track industry trends and emerging supply - chain models.

- Develop capabilities around evolving FMCG requirements such as:

1. Omnichannel distribution

2. E - commerce / quick commerce

3. Direct - to - consumer distribution

4. Regional distribution models

5. Integrated transportation & warehousing

6. Sustainability / green logistics

Experience & Qualification:

- 10 - 15 years of overall experience in supply chain / logistics.

- Preferably 10+ years of experience in 3PL / contract logistics.

- Strong experience managing FMCG customers and large - scale operations.

- Proven experience managing a sizeable P&L and large customer portfolio.

- Experience in business development, solutioning and winning large 3PL contracts is highly desirable.

- MBA / PGDM in Supply Chain, Operations, Marketing or General Management preferred.

- Engineering / graduate degree with relevant experience may also be considered.