Head - Modern Trade & CSD - Global FMCG - IIM/XLRI/FMS/MDI/SIBM

Head of Modern Trade & CSD is a senior-level executive, part of the BU Commercial LT, responsible for leading the company's efforts to expand and manage its presence in modern retail channels such as supermarkets, hypermarkets, and convenience stores and CSD / CPC channels. The incumbent will be responsible for achieving and managing P&L and the top line and bottom-line targets of the business as per the accelerated Sales & Marketing plans.

The role shall directly report to the BU Sales, Expert & Comex Lead and therefore needs to be able to drive all decisions, targets, initiatives, and programs pertaining to MT & CSD sales at a country level. The role shall also support in planning that entails the forecasting of business based on relevant KPIs growth and category & brand to arrive at overall revenue & profit impact

Support Sales Lead in defining & delivering KPI norms for Sales team against established metrics & measures, while maintaining & adhering to the Values.

Role :

The role has the following key deliverables :

- Strategic Planning towards achievement of Business Objectives

- Strategic P&L Management

- Quality of Operations

- Relationship and Stakeholder Management

- People Development

- Code of Conduct & statutory/regulatory norms

Strategic Planning towards achievement of Business Objectives

- Support the development of business plans encompassing - P&L, Sales, S&D, Industry Affairs, People, Costs, EHS

- Achieve volume and value objectives (Category / Brand) and support the achievement of the same for the Modern trade channels

- Evaluate business results as per Business Score Card Objectives

- Keep abreast with practices and developments in the FMCG/CH Industry (organizations, Products, Channels)

- Drive the Development of the organization's strategy for S&D, Brand and Portfolio.

Strategic P&L Management

- Drive Strategic cost management and resource productivity in all areas of operations to deliver Channel and Category P&L targets

- Ensure effective deployment of resources to maximize business results

Quality of Operations

- Drive quality in all aspects of operations (Planning, Implementation and Evaluation Activities)

- Experiment with quality initiatives

- Ensuring that the company's products are effectively merchandised and marketed in modern trade channels, including the development of in-store promotions and displays.

- Overseeing the negotiation of contracts and agreements with modern trade customers, and managing the implementation of these agreements.

- Collaborating with other departments, such as marketing and product development, to create and implement programs that meet the needs of modern trade customers.

Relationship and Stakeholder Management

- Building and maintaining strong relationships with key modern trade / CSD / CPC customers and stakeholders, including retailers, wholesalers, and distributors

People Development

- Align the team to the vision and strategy of the organization

- Provide thought leadership and perspective to the team

- Build an enthusiastic and motivated team that continuously strives to achieve the highest standards of performance.

- Management of career expectations

Code of Conduct / statutory & regulatory norms

- Adherence to the code of conduct by the entire MT & CSD team

- Conformation to all Financial and Administrative systems.

- Ensure compliance of EHS norms for the Region

- Compliance with all statutory and regulatory norms.

Key Success Factors (Measurable Indicators):

- Inspirational leadership measured thru excelling in all areas of business.

- Maximising Channel business results

Requirements:

- MBA from a Premier B School