Key Responsibilities

1. Business Strategy & P&L Ownership

- Own the New Age Verticals P&L - revenue targets, cost structure, margin delivery, and EBITDA accountability

- Define the go-to-market strategy for Ecom, Qcom, HoReCa, and MT segments with a 3-year business plan

- Identify white-space opportunities, emerging client categories, and geographic expansion priorities

- Build business cases for infrastructure investments - dark stores, cold hubs, last-mile fleets,SLAs

2. Client Acquisition & Key Account Management

- Drive end-to-end BD for Ecom & Qcom players - Swiggy Instamart, Zomato Hyperpure / Blinkit,

Zepto, BigBasket, Amazon Fresh, Flipkart Supermart

- Acquire and grow HoReCa accounts - QSR chains (burger brands, pizza, fried chicken), cloud kitchens, fine-dine chains, hotels & catering companies

- Win Modern Trade mandates with organised grocery retailers, supermarket chains, and food service distributors

- Lead commercial negotiations, SLA design, pricing, and contract closures for large and multi location accounts

- Build a strong pipeline governance discipline - prospecting, qualification, solution design,proposal, negotiation, and onboarding

3. PAN India Supply Chain Infrastructure & Operations

- Design and commission the PAN India cold chain network - primary distribution centres,

regional hubs, spoke locations, and last-mile delivery infrastructure

- Define temperature regime requirements (frozen, chilled, ambient) per product category and client vertical

- Oversee SLA compliance: on-time delivery, temperature breach incidents, order accuracy,returns, and damage rates

- Partner with the Operations and Engineering teams to ensure cold storage facilities, reefer fleets, and packaging are fit-for-purpose for each vertical

- Drive operational excellence - yield improvement, route optimisation, and cost-per-delivery reduction

4. Team Building & Leadership

- Build, mentor, and lead a high-performance team across BD, Key Account Management, and Operations verticals

- Define org structure for the New Age Verticals BU - hire city heads, account managers, and supply chain coordinators across key markets

- Foster a client-first, data-driven, and accountability-led culture within the team

5. Technology, Analytics & Reporting

- Leverage WMS, TMS, and real-time temperature monitoring systems to deliver visibility and compliance to clients

- Build MIS dashboards - revenue, volumes, SLA adherence, churn, and NPS - for leadership reporting

- Work with the Product/Tech team to create client-facing portals and API integrations with Ecom/Qcom platforms

Ideal Candidate Profile

Qualifications & Experience

- MBA / PGDM from a reputed institution (Supply Chain, Operations, or Marketing preferred)

- 12-18 years of progressive experience in cold chain logistics, food supply chain, or 3PL/4PL businesses

- Minimum 5 years in a senior BD or business leadership role with direct P&L accountability

- Proven track record of acquiring and scaling large Ecom, Qcom, QSR, or HoReCa accounts

- Hands-on experience in setting up or scaling PAN India cold chain or logistics distribution networks

Skills & Competencies

- Deep domain expertise in temperature-controlled logistics (frozen, chilled, ambient)

- Strong commercial acumen - deal structuring, pricing modelling, contract negotiation

- Network of relationships with procurement / supply chain heads in Ecom, Qcom, QSR, and MT companies

- Ability to operate in ambiguity and build from scratch in a high-growth, scale-up environment

- Strong analytical and data orientation - comfortable with MIS, P&L reviews, and performance dashboards

- Excellent interpersonal and communication skills - ability to influence at CXO and board level

What Sets You Apart

- You have personally closed marquee accounts with Swiggy, Zomato, Zepto, a QSR chain, or a major MT retailer

- You have stood up multi-city logistics infrastructure - warehouses, hubs, or distribution points - from Day 0