Job Title

Role OverviewThe role leads the Modern Trade (MT) and General Trade (GT) business with end-to-end ownership of strategy, execution, and performance. It focuses on driving profitable growth through strong channel planning, distribution excellence, key account management, and effective P&L and team leadership, while strengthening offline sales performance and cross-functional alignment.Key ResponsibilitiesChannel Strategy & GrowthDevelop and execute a comprehensive Modern Trade (MT) and General Trade (GT) strategy aligned with overall business objectives, focusing on sustainable growth and market share expansion.Define and achieve channel-specific growth targets (Volume, Value, Market Share) through detailed Annual Operating Plans (AOPs).Analyze market trends, competitive activity, and consumer insights to continuously refine channel strategies.Category & In-Store ExcellenceDrive category building initiatives across MT and GT channels.Ensure excellence in product placement, visibility, shelf space, planograms, and promotional displays.Define and enforce standards for merchandising and in-store execution to maximize sales impact.Distribution & Network ManagementOversee distributor onboarding for GT and manage partner/agency selection for MT in markets without direct service.Optimize the end-to-end distribution network to ensure timely product availability, efficient coverage, and service quality.Key Account & Partner ManagementBuild, maintain, and strengthen strategic relationships with key accounts and channel partners.Negotiate and secure favorable commercial terms while ensuring long-term business alignment.Financial & Commercial ManagementOwn and manage the channel P&L, ensuring revenue growth, margin protection, and cost efficiency.Manage working capital, including inventory and receivables, to maintain healthy cash flow.Plan, allocate, and control trade spends and promotional budgets, ensuring maximum ROI.Team Leadership & Capability BuildingLead, manage, and mentor Key Account Managers and Area Sales Managers.Focus on team building, grooming, and capability development to prepare the team for the next level of performance.Foster a result-oriented, performance-driven culture with strong ownership of offline sales outcomes.RequirementsRelevant Experience: 5 to 6 years in Modern Trade and/or General Trade rolesEducational Background: MBA from a Tier 1 institute (preferred)Strong understanding of Modern Trade (MT) and General Trade (GT) business models, distribution structures, and channel dynamics.Proven capability in channel strategy, category building, and in-store execution excellence.