Head OT- Offline (MT Canteens & B2B)

Position: Head – OT Offline
Department: Organized Trade
Reporting To: Head of OT
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

Work arrangement
No