Job Title

Position: Head – OT Offline Department: Organized Trade Reporting To: Head of Sales Role Overview The Head – OT Offline will be responsible for driving the overall sales, distribution, and growth strategy across offline organized trade channels including Modern Trade, CSD, CPC, Institutional Sales, and E-B2B. The role focuses on maximizing revenue, profitability, and operational efficiency while expanding market presence, strengthening partnerships, and enhancing customer base to align with the organization’s long-term objectives. Key Responsibilities 1. Strategy, Planning & Financial Management - Develop and implement sales and distribution strategies aligned with organizational goals to drive revenue growth, market share, and profitability. - Identify and unlock new growth opportunities across OT Offline channels and geographies. - Establish strategic partnerships with key stakeholders such as retail chains, institutions, FMCG partners, pharmacies, and other key accounts. - Lead annual budgeting and resource allocation for OT Offline and ensure effective utilization. - Collaborate with Marketing and Trade Marketing teams to drive demand generation, market penetration, and customer retention. 2. Operations & Channel Management - Define short-term and long-term performance goals for the OT Offline sales team aligned with business targets. - Drive accurate demand forecasting and ensure optimal inventory management across channels. - Monitor and optimize sales strategies and distribution effectiveness, implementing corrective actions where required. - Expand channel network by onboarding new partners and strengthening relationships with existing key accounts. 3. Team Leadership & Capability Building - Build and lead a high-performing sales team in collaboration with HR. - Drive performance management, capability development, and employee engagement initiatives. - Foster a results-driven culture focused on accountability, collaboration, and continuous improvement. 4. Process Excellence & Governance - Establish standardized processes and frameworks for sales operations, partner onboarding, and data management. - Ensure strong financial controls and compliance across channels. - Improve sales channel efficiency through structural and procedural enhancements. - Drive data accuracy, reporting efficiency, and MIS excellence. Key Performance Indicators (KPIs) - Revenue Growth - Market Share Expansion - Gross Margins & Profitability - Strategic Partnerships Development - Customer Satisfaction (Key Accounts) - Market Penetration - Team Performance & Engagement - Attrition Rate - Accuracy of MIS - Sales Channel Efficiency Key Stakeholders Internal - Marketing - R&D - Supply Chain & Manufacturing - IT, Finance & HR External - Modern Trade Retailers - CSD & CPC Canteens - Distributors & Suppliers - Institutional Clients - Market Research Agencies Qualifications & Experience Education - MBA / PGDBM in Sales & Marketing Experience - 10+ years of experience in Sales within FMCG/Consumer Care industry - Strong exposure across channels: General Trade, Modern Trade, and E-Commerce - Minimum 5 years of experience in leading and managing teams - Proven experience in managing large Modern Trade accounts and distribution networks - Strong track record of driving business growth and strategic partnerships Key Skills & Competencies - Strategic Thinking & Business Acumen - Channel & Distribution Management - Key Account Management - Financial Planning & Budgeting - Leadership & Team Development - Negotiation & Relationship Management Data-Driven Decision Making