Business Head - Grocery - IIM/ISB/XLRI/FMS/SPJIMR/MDI

Job Description:

We are looking for an entrepreneurial and commercially driven Business Head to lead the next phase of growth for a fast-growing consumer brand. This is a leadership role responsible for building a scalable, profitable business across multiple sales channels, strengthening brand presence, and driving revenue growth from the current stage to a 100 Crore+ business.

The ideal candidate should bring a strong blend of FMCG experience and startup agility, with deep expertise in GTM strategy, sales, distribution, e-commerce, D2C, and P&L management.

Key Responsibilities:

1. Business Growth & P&L:

- Own the end-to-end P&L for the business.

- Develop and execute the company's growth strategy to scale revenues to 100+ Crores annually.

- Identify new growth opportunities across channels, geographies, and product categories.

- Drive profitability through commercial excellence, pricing strategy, and operational efficiency.

2. Sales & Distribution:

- Build and expand a robust General Trade (GT) distribution network across India.

- Develop strong relationships with distributors, super stockists, retailers, and channel partners.

- Drive expansion across Tier I and Tier II markets.

- Lead sales planning, forecasting, and execution to consistently achieve revenue targets.

3. E-commerce & D2C:

- Drive growth across leading marketplaces including Amazon, Flipkart, Blinkit, Zepto, Instamart, BigBasket, and other online platforms.

- Own the Direct-to-Consumer (D2C) strategy, focusing on customer acquisition, retention, repeat purchases, and lifetime value.

- Work closely with Marketing and Digital teams to optimize online sales performance and profitability.

4. Commercial Strategy:

- Develop annual business plans and long-term growth roadmaps.

- Monitor category trends, consumer insights, competition, pricing, and market opportunities.

- Identify strategic partnerships and new revenue streams.

- Drive demand planning, forecasting, and inventory optimization.

5. Leadership:

- Lead and mentor high-performing Sales, Commercial, and Business Development teams.

- Collaborate closely with Marketing, Finance, Operations, Supply Chain, Product, and Manufacturing teams.

- Build scalable processes, governance, and performance management systems.

6. Stakeholder Management:

- Present business performance, strategic initiatives, and growth plans to senior leadership and investors.

- Build strong relationships with key distributors, channel partners, and strategic customers.

7. Supply Chain & Operations:

- Own the end-to-end supply chain, ensuring seamless planning, procurement, inventory management, warehousing, and order fulfillment.

- Drive operational excellence across manufacturing partners, logistics, and distribution.

- Optimize inventory turns, fill rates, and working capital while minimizing stock-outs and wastage.

- Build scalable operational processes to support rapid business growth.

8. Last-Mile Delivery & Customer Fulfilment:

- Oversee last-mile delivery operations to ensure superior customer experience across D2C and e-commerce channels.

- Improve order fulfilment SLAs, delivery timelines, OTIF (On-Time In-Full), and customer satisfaction metrics.

- Collaborate with logistics partners and 3PL providers to enhance service quality and cost efficiency.

9. Cross-functional Leadership:

- Work closely with Supply Chain, Operations, Marketing, Finance, Product, and Technology teams to drive business performance.

- Establish KPIs, dashboards, and operating rhythms to ensure execution excellence across functions.

Ideal Candidate Profile:

- MBA from a premier institute (IIM, ISB, XLRI, FMS, SPJIMR, MDI or equivalent preferred).

- Bachelor's degree from a reputed institution.

- 10 - 15 years of progressive experience in FMCG, food & beverage, consumer brands, or high-growth consumer startups.

- Experience across both established FMCG organizations and startup environments is highly preferred.

- Demonstrated success in scaling a consumer business from 1 to 10.

- Strong understanding of: General Trade (GT), Distribution & Channel Sales, Modern Trade, E-commerce & Quick Commerce, D2C Business, Sales Strategy & GTM, P&L Management, End-to-End Supply Chain, Operations Management, and Last-Mile Delivery.

- Proven experience managing large sales organizations and national distribution networks.

- Strong commercial acumen with exceptional leadership, negotiation, and analytical skills.

Key Success Metrics:

- Scale the business to 100+ Crores.

- Build a strong pan-India General Trade and distribution network.

- Accelerate revenue through D2C and e-commerce channels.

- Improve profitability and commercial efficiency.

- Build and lead a high-performing commercial organization.

- Establish a sustainable growth engine for long-term business expansion.