Purpose of this Role:

- Lead and drive growth across Modern Trade, E-Commerce, and Quick Commerce channels.

- Develop channel strategies to maximize sales, market share, profitability, and brand visibility.

- Build strong relationships with key accounts, online marketplaces, and quick commerce partners.

- Accelerate the company's omnichannel growth agenda.

Key Responsibilities:

Channel Strategy & Business Growth:

- Develop and execute channel-wise growth strategies.

- Drive revenue, volume, and profitability targets across MT, E-Commerce, and Q-Commerce.

- Identify new business opportunities and emerging retail trends.

- Build annual business plans for key accounts and online platforms.

Modern Trade Management:

- Manage relationships with national and regional modern trade chains.

- Lead commercial negotiations, annual contracts, and joint business planning.

- Drive product listings, assortment expansion, visibility, and promotional activities.

- Monitor account profitability and sales performance.

E-Commerce Management:

- Lead business growth across major e-commerce platforms.

- Develop online sales and category growth strategies.

- Optimize product assortment, pricing, promotions, and content.

- Improve online visibility, conversion rates, and consumer engagement.

Quick Commerce Management:

- Drive business growth with quick commerce platforms.

- Ensure strong product availability, visibility, and assortment.

- Execute channel-specific promotional and activation programs.

- Track channel performance and drive category leadership.

Cross Functional Collaboration:

- Collaborate across functions such as SCM, Logistics Trade Marketing & marketing to ensure high fill rates, high OSA %, promoter management and running Brand support programs in MT & QCom.

Commercial & Financial Management:

- Manage channel budgets, trade spends, and profitability.

- Monitor sales forecasts, inventory planning, and demand generation.

- Ensure effective receivables and commercial compliance management.

Analytics & Market Intelligence:

- Analyze sales trends, shopper behavior, market dynamics, and competitor activities.

- Develop actionable insights to improve channel performance.

- Drive data-based decision-making and business planning.

Team Leadership:

- Build and lead a high-performing channel management team.

- Develop talent, succession plans, and performance management processes.

- Foster a culture of accountability, collaboration, and execution excellence.

Must Have:

- 12-18 years of experience in FMCG, Food Manufacturing, Dairy, Processed Foods, or Frozen Foods.

Strong experience in:

1. Modern Trade

2. E-Commerce

3. Quick Commerce

4. Key Account Management

5. Trade Marketing

- Proven track record of delivering growth across organized retail channels.

- Experience managing national and regional key accounts.

- Strong negotiation and commercial management skills.