General Manager - Export Global Distribution Channels - FMCG - IIM/ISB/MDI/FMS

Description:

General Manager Export - Global Distribution Channels- FMCG

Location: Gurgaon, India

Experience: 10-12 Years

Industry: FMCG / Consumer Goods

Budget: Open (Best in Industry)

Education: MBA from a Premier B-School (Tier-1 Pedigree Required)

Job Overview:

We are looking for a dynamic and strategic General Manager Exports to lead our international business expansion. The ideal candidate is a seasoned FMCG professional with a sharp acumen for distributor channel management in global markets. You will own the P&L for international operations, drive market penetration strategies, and build a robust distribution infrastructure to scale our global footprint.

Key Responsibilities:

1. Distributor Network Management (Core Focus):

- Identification & Onboarding: Scout, validate, and appoint high-potential distributors/channel partners in target geographies (Middle East, Africa, SE Asia, etc.).

- Channel Strategy: Design and implement Route-to-Market (RTM) strategies suited for specific countries/regions.

- Performance Monitoring: define KPIs for distributors; conduct Quarterly Business Reviews (QBRs) to monitor primary/secondary sales, stock levels, and market coverage.

- ROI Management: Ensure distributor ROI is healthy while maintaining the companys pricing and margin structures.

2. Strategic Business Planning & P&L:

- P&L Ownership: Manage the top-line revenue and bottom-line profitability for the export vertical.

- Market Mapping: Analyze international market trends, competitor activities, and regulatory landscapes to identify "White Space" opportunities.

- Pricing & Commercials: Formulate export pricing strategies, trade schemes, and commercial terms to ensure competitiveness in diverse markets.

3. Operations & Compliance:

- Supply Chain Coordination: Collaborate with the domestic supply chain team to ensure timely dispatch and fill rates for export orders.

- Regulatory Compliance: Oversee export documentation, letters of credit (LC), customs compliance, and country-specific product registrations/certifications (e.g., FDA, SFDA, Halal).

- Forecasting: Lead the demand planning process for international markets to optimize inventory and reduce write-offs.

4. Brand Building & Marketing:

- Execute localized trade marketing initiatives to drive brand visibility and shelf share in international retail outlets.

- Represent the brand at major international trade fairs (e.g., Gulfood, Anuga) to network and generate business leads.

Candidate Profile:

1. Education (Non-Negotiable):

- MBA/PGDM from a Top-Tier Institute (e.g., IIMs, IIFT, ISB, XLRI, FMS, SP Jain).

2. Experience:

- 10-12 years of total experience in Sales & Marketing within the FMCG sector.

- Must have at least 5-7 years of dedicated exposure to International Business/Exports handling distributor channels.

- Proven track record of scaling revenue in key export markets (MENA, SAARC, SEA, or Europe).

3. Functional Competencies:

- Distributor Management: Mastery in handling third-party distributors and resolving channel conflicts.

- Analytical Skills: Ability to work with complex data sets (sales velocity, margins, forex impact).

- Cultural Intelligence: Comfort working with diverse cultures and negotiating across different time zones.