Head – Modern Trade

Reporting To: Offline Business Head

Location: Andheri, Mumbai

Role Overview

The Senior Head – Modern Trade will be responsible for the overall leadership and performance of the brand's Modern Trade business. This role carries end-to-end ownership of strategy, revenue growth, profitability, and execution across national and regional Modern Trade accounts. The incumbent will be expected to build scalable systems, drive disciplined P&L management, and strengthen the brand's offline market presence.

Key Accounts & Channel Coverage:

Management of existing national and regional Modern Trade accounts, including:

Health & Glow

Dabur NewU

Nykaa (Offline)

Reliance Retail

Lulu Group

Shoppers Stop

Identification, negotiation, and onboarding of new Modern Trade key accounts in line with the company's growth strategy.

Key Responsibilities

1) Business Strategy & Growth

Define and execute the Modern Trade strategy and annual operating plans

Drive sustainable revenue growth while ensuring profitability and cost discipline

Evaluate and pursue expansion opportunities across national and regional retail chains

2) Key Account & Commercial Management

Lead senior-level engagement with buyers, category managers, and merchandising teams

Own commercial negotiations, Joint Business Plans, pricing, margins

Ensure strong sell-in, sell-out, and long-term account performance

3) P&L Ownership & Financial Disciplinal

Own the Modern Trade P&L with specific accountability for:

Discounting and promotional investments

Visibility, branding, and in-store marketing costs

Merchandising and execution-related expenses

Ensure disciplined ROI management at the store level and continuous optimization of trade spends

4) Trade Marketing & Execution

Oversee trade marketing strategy, including promotions, in-store visibility, and activations

Ensure consistent, high-quality execution across all Modern Trade partners

Lead the offline launch and scale-up of new products

5) Planning, Forecasting & Cross-Functional Alignment

Own revenue planning, forecasting, and performance reviews

Work closely with Supply Chain, Finance, Marketing, and Operations teams to ensure alignment and execution efficiency

Represent the Modern Trade function in cross-functional and leadership forums

6) People Leadership Lead and develop the Modern Trade organization, including ground sales teams and offline support functions Establish clear performance metrics, governance, and review mechanisms Build a high-performing, execution-focused team aligned to business objectives

What We're Looking For

Minimum 5+ years of experience in Modern Trade sales and leadership roles

Demonstrated experience in scaling Modern Trade businesses within consumer brands

Strong existing relationships with major Modern Trade key accounts in the Beauty & Personal Care industry

Proven track record of P&L ownership, including discounting, visibility spends, and merchandising cost management

Experience managing national key accounts independently

Beauty & Personal Care background preferred; FMCG experience acceptable

Skills & Competencies

Strong commercial acumen and negotiation capability

Deep understanding of Modern Trade structures, economics, and governance

High level of financial and analytical rigor

Structured, process-oriented leadership style

Effective stakeholder management and communication skills