Head of Modern Trade & E Commerce

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