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
