Head OT- Offline (MT Canteens & B2B)

Position: Head – OT Offline

Department: Organized Trade

Reporting To: Head of OT

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