Preferred Background: MBA / PGDM from a strong B-school.
Employment Type: Full-time
About the Role:
We are looking for a Head - Offline Sales to build and scale The Indus Valley's offline business across Modern Trade, Key Accounts and other strategic retail channels.
This is a full business ownership role.
The person will be responsible for revenue, profitability, distribution, account relationships, availability, working capital and team performance.
We are looking for someone who has already scaled an offline consumer business, built strong relationships with large retail accounts, and understands how to grow without losing sight of margins and cash flow.
What You'll Own:
Revenue & P&L:
- Own annual, quarterly and monthly offline revenue targets.
- Own the complete offline P&L, including revenue, gross margin, CM1 and CM2.
- Build channel, account, city and category-level business plans.
- Drive profitable growth rather than topline at any cost.
- Own pricing, discounts, schemes, trade spends and account-level profitability.
- Identify underperforming accounts and take corrective action quickly.
Modern Trade & Key Accounts:
- Build and scale relationships with leading Modern Trade and strategic retail accounts.
- Own commercial negotiations, annual agreements, margins, listing fees, promotions and visibility.
- Build Joint Business Plans with key customers.
- Expand assortment and improve category share within existing accounts.
- Identify and open new strategic accounts and retail partnerships.
- Maintain strong senior-level relationships with customers and buying teams.
Distribution & Expansion:
- Build a clear offline expansion strategy across priority cities and markets.
- Identify the right retail partners based on consumer profile, economics and brand fit.
- Expand distribution without compromising inventory productivity or profitability.
- Drive new product launches and category expansion across the retail network.
- Track store-level and account-level productivity closely.
Availability & Inventory:
- Maintain offline fill rates of at least 92% in line with company targets.
- Work closely with supply chain and operations teams to prevent stock-outs.
- Own account-level forecasting and replenishment.
- Track sell-in, sell-through and ageing inventory.
- Reduce slow-moving inventory and improve inventory turns.
- Build strong plans for seasonal events and new launches.
Profitability & Commercial Metrics:
The role will be responsible for driving and protecting:
- Revenue / Net Sales
- Gross Margin
- CM1
- CM2
- Trade spends as % of revenue
- Discounting and promotional ROI
- Account-level contribution
- Fill Rate - 92%
- Offline logistics cost - 2.5% of revenue
- Inventory days / inventory turns
- Sell-through
- Returns and damages
- Receivable days / collections
- Working capital
- Store / account productivity
The person should understand that a large account is only valuable when the economics and cash flow work.
Collections & Working Capital:
- Own account receivables and ensure collections happen within agreed credit terms.
- Negotiate commercially sustainable payment and credit structures.
- Work closely with Finance to reduce overdue receivables.
- Track working capital by account and ensure growth does not create disproportionate cash requirements.
Team Leadership:
- Build and lead the offline sales organization across Key Accounts, Modern Trade and field sales.
- Set clear revenue, margin, distribution and collection targets for the team.
- Build strong review rhythms and account-level ownership.
- Coach teams on account management, negotiation and commercial thinking.
- Create a culture where sales teams own profitability and collections, not just billing.
What We're Looking For:
- 10 - 12 years of offline sales experience in consumer, FMCG, kitchenware, appliances, home, lifestyle or adjacent categories.
- Strong track record of scaling Modern Trade and Key Accounts.
- MBA / PGDM from a strong B-school preferred.
- Experience personally owning a meaningful offline revenue and P&L.
- Strong relationships with large retail chains and buying teams.
- Demonstrated ability to negotiate commercials, margins and annual agreements.
- Strong understanding of GM, CM1, CM2, trade spends and account profitability.
- Strong understanding of inventory, collections and working capital.
- Experience building and leading sales teams across markets.
- Strong analytical ability and comfort working with account-level data.
- Willingness to travel extensively and stay close to customers and stores.
- High ownership, commercial judgement and execution discipline.
You'll Do Well Here If:
- You don't call an account successful just because billing is growing.
- You know exactly how much money an account makes after discounts, schemes, logistics and trade spends.
- You are comfortable negotiating with a national retailer and visiting stores the same week to understand execution.
- You watch sell-through, availability and collections as closely as sales.
- You build strong customer relationships but are willing to walk away from commercially unsustainable business.
- You know how to build and coach a sales team, not just manage numbers through them.
- Most importantly, you think like the owner of the offline P&L.
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