Head – Offline General Trade (GT)

Company Overview

Company information is not specified.

Job Summary

The Head – Offline General Trade (GT) will lead the overall GT business across India, driving revenue growth, expanding distribution, and strengthening channel partnerships. This strategic leadership role requires extensive expertise in FMCG (Fast-Moving Consumer Goods) sales, distribution management, and P&L (Profit and Loss) ownership.

Responsibilities

• Business & Sales Leadership

  • Develop and execute the national GT sales strategy to achieve revenue, market share, and profitability targets.
  • Drive business growth through effective distribution expansion and channel development.
  • Own the P&L for the General Trade business and deliver sustainable growth.
  • Identify new market opportunities and execute expansion strategies.

• Distribution & Channel Management

  • Strengthen distributor and wholesaler networks across regions.
  • Optimize distribution reach, productivity, and coverage.
  • Drive secondary sales, primary sales, and market execution.
  • Improve outlet penetration and visibility across urban and rural markets.

• Team Leadership

  • Lead and mentor Regional Sales Managers, Zonal Sales Managers, Area Sales Managers, and sales teams.
  • Build a high-performance sales culture through coaching and performance management.
  • Define KPIs and monitor team productivity.

• Key Account & Stakeholder Management

  • Build strong relationships with key distributors, channel partners, and trade stakeholders.
  • Collaborate with marketing, supply chain, finance, and category teams to ensure seamless execution.
  • Negotiate commercial agreements and resolve escalations.

• Business Planning & Execution

  • Prepare annual sales plans, budgets, and forecasting.
  • Monitor sales performance, market trends, competitor activities, and pricing strategies.
  • Ensure effective implementation of trade promotions and incentive programs.

• Commercial & Operational Excellence

  • Drive sales productivity, ROI (Return on Investment), and channel profitability.
  • Ensure adherence to sales processes, compliance, and governance.
  • Monitor inventory health, demand planning, and working capital efficiency.

Qualifications

• Experience: 15–20+ years in Offline/General Trade Sales within FMCG, Consumer Goods, Foods & Beverages, Personal Care, Consumer Durables, or Retail.
• Leadership: Proven experience leading National GT Sales or a large regional business.
• Skills: Strong understanding of distribution management, channel sales, sales operations, and P&L management.
• Management: Experience managing large geographically dispersed sales teams.
• Commercial Acumen: Strong commercial acumen, negotiation, and leadership skills.
• Strategic Abilities: Excellent stakeholder management and strategic planning capabilities.

Preferred Skills

No additional skills specified.

Experience

15–20+ years in relevant sectors, with a focus on offline/general trade sales.

Environment

Work setting details are not specified.

Salary

Salary information is not provided.

Growth Opportunities

Potential career advancement opportunities are not specified.

Benefits

Benefits information is not provided.