Chief Business Officer – Modern Trade & Omnichannel

Company Overview

Our client is a fast-growing Indian Beauty & Personal Care brand focused on making everyday skincare simple, effective, and accessible. The company is entering its next phase of growth, with a strong focus on scaling Modern Trade while expanding across General Trade, Marketplaces, and Quick Commerce.

Job Summary

We are looking for a Chief Business Officer (CBO) to own the overall commercial business, with Modern Trade and Key Accounts as the primary focus. The ideal leader will bring strong FMCG commercial fundamentals, particularly in Modern Trade, combined with experience of working in a new-age consumer/D2C brand. This hands-on business leadership role requires the ability to build scale while maintaining strong commercial discipline and profitability.

Responsibilities

• Business & P&L Leadership

  • Own overall revenue, P&L, margins, and profitability.
  • Define the commercial growth strategy with Modern Trade as the primary growth engine.
  • Drive sustainable growth across offline and digital channels.

• Modern Trade & Key Accounts – Primary Focus

  • Lead and scale the Modern Trade and Key Accounts business.
  • Build relationships with national and regional retail chains.
  • Own negotiations, Joint Business Plans, trade terms, visibility, promotions, and account profitability.
  • Expand distribution, shelf presence, and offtake across key accounts.
  • Identify new accounts and geographic expansion opportunities.

• GT, Marketplace & Q-Commerce

  • Oversee General Trade and distributor-led expansion.
  • Drive Marketplace and Q-commerce revenue, assortment, visibility, and profitability.
  • Build an integrated channel strategy across offline and digital commerce.

• Commercial Excellence

  • Lead Trade Marketing and shopper activation, particularly across Modern Trade.
  • Optimize pricing, promotions, trade investments, and channel margins.
  • Use data, category insights, and consumer understanding to drive commercial decisions.

• Leadership & Execution

  • Build and lead high-performing commercial, sales, MT, and GT teams.
  • Own business planning, forecasting, targets, and performance reviews.
  • Partner with Marketing, Supply Chain, Finance, and Product teams to drive business growth.

Qualifications

• 15+ years of experience in Sales, Commercial, Business, or P&L leadership.
• Strong experience in FMCG / Beauty & Personal Care (BPC) / Consumer Products.
• Deep experience managing Modern Trade and Key Accounts.
• Proven ownership of large revenue businesses and P&L.
• Strong understanding of pricing, trade investments, margins, promotions, and distributor economics.
• Experience across both offline and digital channels.

Preferred Skills

• Strong preference for candidates who started their careers in established FMCG/BPC companies and built deep expertise in Modern Trade.
• Subsequently moved into a new-age consumer, D2C, digital-first, or challenger brand and took on a broader commercial/business mandate.
• Someone who understands both the process discipline of FMCG and the speed, entrepreneurial culture, and digital economics of new-age brands.

Experience

• A minimum of 15 years of relevant experience in sales and commercial leadership roles.

Environment

• The position is based in Pune, in a high-growth environment, suitable for a hands-on, entrepreneurial leader.

Salary

• Salary details are not specified.

Growth Opportunities

• Opportunities for advancement within the company are not specified.

Benefits

• Benefits provided by the company are not specified.