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Bajaj Consumer Care
Head OT- Offline (MT Canteens & B2B)Bajaj Consumer Care • Mumbai, India
Head OT- Offline (MT Canteens & B2B)

Head OT- Offline (MT Canteens & B2B)

Bajaj Consumer Care • Mumbai, India
2 days ago
Job description
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
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Head OT- Offline (MT Canteens & B2B) • Mumbai, India

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