Job Purpose
- Lead the business across Schools, Corporates, Healthcare, Institutional and relevant Export segments with complete ownership of growth, profitability and operating performance. The role is expected to drive the category as an independent strategic business vertical aligned with the organization's long-term transformation agenda.
Key Responsibilities
Category & Market Leadership
- Lead the business across Schools, Corporates, Government, Healthcare, Institutional, and relevant Export segments.
- Define and drive category strategy focused on market expansion & customer segmentation
- Strengthen route-to-market effectiveness, customer engagement, and brand visibility across institutional channels.
- Identify scalable growth opportunities, adjacent segments, and new business models that can accelerate market penetration and category relevance.
Commercial & Operating Excellence
- Build a disciplined commercial engine through stronger account management, structured reviews, performance tracking and execution rigor.
- Drive sustainable and profitable growth through improved pricing discipline, revenue quality, customer retention, and business economics.
- Strengthen market responsiveness and execution capability across channels and customer segments.
Supply Chain & Business Discipline
- Improve coordination across sourcing, planning, inventory, quality, and service delivery functions to enhance operational efficiency and scalability.
- Drive stronger planning discipline, service levels, OTIF performance, inventory management, and working-capital effectiveness.
- Build an integrated operating model balancing customer responsiveness, operational realities, and cost discipline.
Transformation & Organization Building
- Simplify organizational complexity, improve role clarity and build scalable business structures.
- Support the organization's transition toward a more agile, category-led, performance-driven operating model.
Leadership & Team Development
- Build a strong leadership bench and future-ready second line across the business.
- Foster a culture of accountability, collaboration, execution discipline, and continuous improvement.
Ideal Candidate Profile/Key Skills
- The mandate requires a modern business builder with exposure across category-led, institutional, multi-channel, or B2B2C businesses along with cross-functional leadership experience spanning commercial, category, operations, supply chain, or business management roles.
- The ideal candidate is likely to transition from FMCG, FMCD, consumer durables, retail, institutional, or other execution-intensive sectors known for structured management practices and strong commercial discipline. Exposure to services-led or managed-business environments would be advantageous.
- The individual should demonstrate strong commercial orientation, operational maturity, and the ability to balance strategic thinking with hands-on execution in evolving business environments. Appreciation of planning, inventory, service-level, and supply-chain realities within a seasonal or execution-intensive business will be important.
- High ownership orientation, entrepreneurial mindset, and the ability to build and scale teams and business structures will be critical. High-potential N-1 leaders with category ownership and transformation exposure would be especially relevant.
- The likely sweet spot would be high-potential leaders in the 38–43 age bracket seeking larger end-to-end business leadership opportunities.
Qualification & Experience
- Postgraduate from a reputed institution; MBA preferred with strong academic credentials.
- 15-18+ years of relevant experience across FMCG, branded businesses, institutional categories, B2B2C, retail, or adjacent sectors.
- Proven experience leading a business unit or category with ownership of growth and profitability.
- Strong exposure to commercial strategy, category management, supply-chain coordination, and operational execution.
- Experience managing complex institutional or multi-channel businesses would be preferred.
- Demonstrated track record of leading business growth, strengthening teams, and driving operational improvement initiatives.
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