About the Opportunity:

Rapidly growing, technology-led consumer business operating at the intersection of agriculture, supply chain and digital commerce. With an integrated farm-to-consumer business model and a strong focus on quality, innovation and operational excellence, the organisation is expanding its presence across the Indian market.

The organisation is looking to appoint a commercially astute and growth-oriented General Manager - Modern Trade & E-commerce to lead and scale its business across leading e-commerce and quick-commerce platforms.

The role will have end-to-end responsibility for driving revenue growth, improving account profitability, strengthening strategic customer partnerships and expanding the brand's presence across digital retail channels.

Key Responsibilities:

1. Strategic Account Management:

- Own and manage strategic relationships with leading e-commerce and quick-commerce platforms.

- Drive joint business planning, annual commercial agreements and key account negotiations.

- Build strong relationships with category leaders and platform stakeholders.

- Align product portfolio, pricing and growth initiatives with platform-specific business priorities.

2. Business Growth & Commercial Performance:

- Develop and execute annual business plans to achieve revenue and profitability objectives.

- Drive SKU-level performance, optimise product mix and improve contribution margins.

- Monitor service levels, fill rates and product availability across platforms.

- Evaluate promotional investments, visibility spends and return on marketing expenditure.

- Partner with internal sales and supply chain teams to ensure effective business execution.

3. Customer Development & Market Expansion:

- Identify opportunities for assortment expansion, new product introductions and category growth.

- Develop new business relationships across emerging e-commerce and quick-commerce platforms.

- Drive joint marketing initiatives, digital campaigns and platform visibility.

- Expand business presence across new geographies and platform markets.

4. Cross-functional Leadership:

- Work closely with Supply Chain, Marketing and Finance teams to ensure seamless order fulfilment and commercial execution.

- Collaborate on trade promotions, digital marketing initiatives and customer-specific growth plans.

- Drive timely resolution of operational and service-related issues impacting account performance.

5. Business Analytics & Performance Management:

- Leverage sales data, profitability metrics and business dashboards to drive decision-making.

- Lead periodic business reviews with strategic accounts, translating insights into actionable growth plans.

- Track competitor activity, pricing trends and promotional strategies.

- Use analytical tools, CRM platforms and BI dashboards to monitor business performance.

Candidate Profile:

- MBA/PGDM in Sales, Marketing or Business Management preferred.

- 8-10 years of experience in FMCG, fresh food, food & beverage or consumer products.

- At least 3-5 years of experience managing Modern Trade and/or E-commerce accounts.

- Demonstrated experience in managing and scaling business across leading online retail and quick-commerce platforms.

- Experience in fresh produce, perishables or other categories with complex supply chain requirements would be an advantage.

- Strong commercial orientation, negotiation capabilities and account management skills.

- High analytical proficiency, with strong working knowledge of Excel, CRM and business intelligence tools.

- Excellent stakeholder management, communication and relationship-building capabilities.

- A strong sense of ownership, execution orientation and ability to operate in a fast-paced, high-growth business environment.

- Willingness to travel as required by business needs.