Business Head

Job Title : Business Head – Offline (General Trade, Modern Trade & HoReCa)

Department : Sales & Distribution

Location : Head office-Mumbai

Reports to : CEO / Managing Director

Industry : FMCG / Food & Beverages / Confectionery

Experience : 12 - 18 years

Job Purpose

To lead and drive the offline sales strategy and execution for the company’s chocolate and confectionery portfolio across General Trade (GT), Modern Trade (MT), and HoReCa channels. The

role demands strong leadership, strategic planning, distribution management, and execution skills to scale the brand's presence and sales performance pan-India.

Key Responsibilities

Strategic Leadership

Develop and implement offline sales strategies aligned with the company’s business

objectives.

Build and execute annual sales plans, GTM strategies, and distribution models.

Identify opportunities for market expansion and penetration.

Sales & Distribution Management

Lead, monitor, and optimize performance across GT, MT, and HoReCa.

Ensure efficient distribution coverage and product availability across geographies.

Strengthen relationships with distributors, stockists, and key retail partners.

Team Leadership

Build, mentor, and manage a high-performing offline sales team including Regional Heads,

Area Sales Managers, and Sales Officers.

Define clear KPIs and growth metrics; drive execution and accountability.

Trade Marketing & Promotions

Collaborate with marketing for offline activation and promotional strategies.

Monitor ROI of trade promotions and optimize resource allocation.

P&L Ownership

Drive revenue growth and profitability across offline channels.

Monitor and control trade spends, discounts, and cost-to-serve metrics.

Channel & Market Insights

Stay updated on industry trends, competitor activities, and consumer behavior.

Provide market intelligence to guide product, pricing, and placement strategies.

Channel & Market Insights

Stay updated on industry trends, competitor activities, and consumer behavior.

Provide market intelligence to guide product, pricing, and placement strategies.

Key Requirements

Education : MBA in Sales / Marketing from a reputed institute preferred.

o Proven track record of scaling offline sales across formats.

Skills :

o Strong channel management experience (GT / MT / HoReCa).

o Leadership and team-building capabilities.

o Analytical thinking and financial acumen.

o Excellent negotiation and stakeholder management skills.