Designation: Head – Modern Trade, E-Commerce & Quick Commerce
Location: Ahmedabad, Gujarat
Industry: Food Manufacturing / FMCG / Frozen Foods
Experience: 12 – 18 Years
Qualification: Graduate; MBA preferred
Reporting To: Business Head
Purpose of this Role
- Lead and drive growth across Modern Trade, E-Commerce, and Quick Commerce channels.
- Develop channel strategies to maximize sales, market share, profitability, and brand visibility.
- Build strong relationships with key accounts, online marketplaces, and quick commerce partners.
- Accelerate the company's omnichannel growth agenda.
Key Responsibilities
Channel Strategy & Business Growth
- Develop and execute channel-wise growth strategies.
- Drive revenue, volume, and profitability targets across MT, E-Commerce, and Q-Commerce.
- Identify new business opportunities and emerging retail trends.
- Build annual business plans for key accounts and online platforms.
Modern Trade Management
- Manage relationships with national and regional modern trade chains.
- Lead commercial negotiations, annual contracts, and joint business planning.
- Drive product listings, assortment expansion, visibility, and promotional activities.
- Monitor account profitability and sales performance.
E-Commerce Management
- Lead business growth across major e-commerce platforms.
- Develop online sales and category growth strategies.
- Optimize product assortment, pricing, promotions, and content.
- Improve online visibility, conversion rates, and consumer engagement.
Quick Commerce Management
- Drive business growth with quick commerce platforms.
- Ensure strong product availability, visibility, and assortment.
- Execute channel-specific promotional and activation programs.
- Track channel performance and drive category leadership.
Trade Marketing & Execution
- Partner with Marketing teams to execute channel-specific campaigns.
- Drive in-store visibility, shopper marketing, and digital activations.
- Monitor ROI of promotions and trade investments.
Commercial & Financial Management
- Manage channel budgets, trade spends, and profitability.
- Monitor sales forecasts, inventory planning, and demand generation.
- Ensure effective receivables and commercial compliance management.
Analytics & Market Intelligence
- Analyze sales trends, shopper behavior, market dynamics, and competitor activities.
- Develop actionable insights to improve channel performance.
- Drive data-based decision-making and business planning.
Team Leadership
- Build and lead a high-performing channel management team.
- Develop talent, succession plans, and performance management processes.
- Foster a culture of accountability, collaboration, and execution excellence.
Candidate Profile
Must Have
- 12–18 years of experience in FMCG, Food Manufacturing, Dairy, Processed Foods, or Frozen Foods.
- Strong experience in:
- Modern Trade
- E-Commerce
- Quick Commerce
- Key Account Management
- Trade Marketing
- Proven track record of delivering growth across organized retail channels.
- Experience managing national and regional key accounts.
- Strong negotiation and commercial management skills.
Preferred
- Experience in Frozen Food category.
- Experience handling major modern trade chains and leading online platforms.
- Exposure to omnichannel business models.
- MBA in Marketing, Sales, or Business Management.
- Exposure of Key Accounts
- Modern Trade: Reliance Retail, D-Mart, Spencer's, More Retail, Star Bazaar, Nature's Basket, Ratnadeep, Metro Cash & Carry etc
- E-Commerce: Amazon, Flipkart, BigBasket
- Quick Commerce: Blinkit, Zepto, Swiggy Instamart, BB Now
Key Competencies
- Modern Trade Management
- E-Commerce Strategy
- Quick Commerce Growth
- Key Account Management
- Category Management
- Trade Marketing
- Commercial Negotiation
- Business Planning
- P&L Management
- Team Leadership
Success Metrics
- Revenue Growth
- Channel Profitability
- Market Share Growth
- Product Listings & Assortment Expansion
- Account Growth
- Promotional ROI
- Digital Sales Growth
- Quick Commerce Penetration
- Customer Satisfaction
