Senior Product & Business Development Consultant

Candidate Profile

• Experience: 7+ years in FMCG, food, fresh produce, dairy, meat/seafood, grocery, or related perishable categories.
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• Functional Expertise: Proven track record in product strategy, category management, commercial leadership, and omnichannel expansion (online + offline).
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• Operational Knowledge: Solid understanding of cold chains, shelf-life management, demand planning, wastage reduction, and multi-tier distribution economics.
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• Leadership Style: High ownership, entrepreneurial mindset, comfortable operating with ambiguity, hands-on execution focus, and strong analytical decision-making.
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• Engagement Fit: Willingness to move beyond report generation to actively drive execution, field visits, and partner negotiations alongside leadership.

Role Overview

This is a high-impact advisory and operating mandate balancing boardroom strategy with frontline market execution. You will own the strategic direction across product portfolio architecture, multi-channel go-to-market (GTM) execution, sales enablement, unit economics, and fresh/perishable supply chain operations.

Scope of Channels

D2C & Subscriptions • E-commerce Marketplaces • Quick Commerce • Modern Trade • General Trade • Distributors & Stockists • Speciality Retail • HoReCa • Corporate & Institutional B2B

Key Responsibilities

• Go-to-Market Strategy: Formulate integrated GTM roadmaps across all online, retail, and B2B channels, establishing revenue, margin, distribution, and performance milestones.

• Portfolio & Catalogue Architecture: Define channel-specific catalogues, pack sizes, bundles, and pricing tiers based on shelf-life, price elasticity, and consumer occasions.

• Launches & Commercialisation: Lead end-to-end product and market launches, design validation pilots, and establish reusable commercial playbooks.

• Omnichannel Growth: Build operational and commercial models for quick commerce (dark stores, fill rates), D2C/marketplaces (CAC, conversion, retention), offline retail (trade schemes, margins, distributor onboarding), and B2B/HoReCa pipelines.

• Pricing & Unit Economics: Structure channel margins, discounts, transfer pricing, and cost-to-serve models to maximize gross margin and contribution margin.

• Brand & Marketing Alignment: Partner with marketing to define positioning, launch calendars, sampling, performance marketing metrics (ROAS, CAC, LTV), and retail activations.

• Sales Enablement: Design the sales organization structure, commission frameworks, SOPs, pitch materials, and CRM/distributor management tool stacks.

• Supply Chain & Cold Chain: Establish demand-planning and inventory replenishment norms to maximize fill rates and freshness while minimizing spoilage, stock-outs, and returns.

• Quality & Risk Governance: Ensure alignment with food safety, packaging, shelf-life, labelling, and regulatory standards.

• Founder Advisory: Act as a strategic sparring partner to the founders, participating in high-stakes decisions and transferring operational capability to the core team.