Role Overview
The Head — B2B Business is a strategic leadership role responsible for driving the end-to-end B2B business operations across primary and secondary channels. The incumbent will own the complete P&L, lead a team of Key Account Managers (KAMs), manage platform relationships (RetailEz, Flipkart B2B, Myntra, and other emerging B2B platforms), and serve as the principal liaison between the organisation, its brand partners, and vendor ecosystem. This role demands a commercially astute leader with deep expertise in B2B trade, distribution management, platform commerce, and cross-functional stakeholder engagement.
Key Responsibilities
1. P&L Ownership & Business Strategy
- Own the complete B2B P&L — covering primary sales (brand-to-company), secondary sales (company-to-retailer/partner), margins, and profitability.
- Define and execute the annual B2B revenue plan aligned with organisational growth targets.
- Develop pricing strategies, discount structures, and trade terms in coordination with the finance and commercial teams.
- Monitor and improve ROI on trade spends, marketing investments, and channel incentives.
- Prepare and present periodic MIS reports, revenue forecasts, and business reviews to senior leadership.
2. B2B Operations Management
- Oversee end-to-end B2B operations including order management, fulfilment, logistics, and returns for all B2B channels.
- Establish SOPs for primary dispatch (warehouse-to-distributor/platform) and secondary coverage (distributor-to-retailer).
- Drive operational efficiency, reduce TAT on order processing, and ensure SLA adherence across all platform and trade accounts.
- Coordinate with supply chain, warehouse, and logistics teams for seamless order flow.
- Resolve operational escalations and ensure timely resolution of trade partner grievances.
3. Key Account Management — Team Leadership
- Lead, mentor, and manage a team of Key Account Managers (KAMs) responsible for individual platform and trade accounts.
- Set KAM targets — revenue, coverage, range-selling, and scheme adherence — and drive weekly/monthly performance reviews.
- Develop KAM capability through structured training, joint business reviews, and field coaching.
- Define KAM territories, account allocation, and escalation matrices.
- Conduct performance appraisals and build a high-performance, accountable culture within the B2B team.
4. Platform Management (RetailEz, Flipkart, Myntra & Others)
- Own and grow B2B business on key platforms — RetailEz, Flipkart Wholesale/B2B, Myntra, and any emerging B2B marketplace.
- Analyse platform-level sell-through, returns data, and category trends to drive assortment and promotional decisions.
- Explore and onboard new B2B platforms to expand distribution reach.
5. Brand Management & Liaison
- Act as the primary interface between the company and brand partners for all B2B business matters.
- Negotiate brand-level trading terms — margins, credit periods, return policies, and co-op marketing support.
- Drive joint business planning (JBP) with key brands to align on annual sell-in targets, seasonal launches, and promotional calendars.
- Ensure brand guidelines are adhered to across all B2B channels, platforms, and trade marketing activations.
- Build and maintain strong, trust-based relationships with brand national/regional managers and marketing teams.
6. Vendor Management & Procurement Liaison
- Manage vendor relationships for sourcing, private label, and ancillary services supporting the B2B business.
- Negotiate vendor contracts, payment terms, and service agreements in alignment with procurement policies.
- Evaluate vendor performance on quality, delivery timelines, and cost-effectiveness.
- Identify and onboard new vendors to support business expansion and product range growth.
- Coordinate with finance for vendor payment cycles, reconciliation, and debit note settlements.
7. Primary & Secondary Sales Management
- Drive primary sell-in targets (brand-to-company/distributor) by ensuring timely ordering, stock planning, and scheme utilisation.
- Monitor secondary sell-out (distributor-to-retailer/trade partner) performance through data tracking and field visits.
- Ensure healthy inventory at distributor and retailer levels to prevent stock-outs and dead stock.
- Analyse primary vs. secondary gap and drive corrective actions through the KAM team.
8. Data Analytics & Reporting
- Establish a robust analytics framework to track B2B channel performance — sell-in, sell-out, returns, margins, and platform metrics.
- Generate weekly/monthly dashboards for senior leadership covering revenue, platform share, and operational KPIs.
- Use data insights to identify growth opportunities, underperforming accounts, and market white spaces.
- Leverage platform data (RetailEz, Flipkart, Myntra analytics portals) for demand forecasting and inventory planning.
Qualifications & Experience
Educational Qualification
- MBA / PGDM in Sales, Marketing, Supply Chain, or Business Management (Tier-I/II B-School preferred).
- Graduate degree in any discipline from a recognised university.
Experience
- 12–18 years of total experience with a minimum of 5 years in a B2B leadership / senior management role.
- Demonstrated experience managing B2B e-commerce platforms (Flipkart Wholesale, Myntra, RetailEz, or comparable).
- Proven track record of P&L ownership in a B2B, distribution, or trade channel role.
- Experience leading and managing KAM / field sales teams of 5+ members.
- Prior experience in FMCG, Fashion, Lifestyle, Consumer Electronics, or related consumer goods categories preferred.
Competencies & Skills
Functional Skills
- B2B Trade & Channel Management
- P&L Management & Financial Acumen
- Platform Commerce (Marketplace Operations)
- Primary & Secondary Sales Planning
- Brand Liaison & Joint Business Planning
- Vendor Negotiation & Contract Management
- Data Analytics — Excel, Tableau, Power BI, or equivalent
- Demand Forecasting & Inventory Planning
Leadership & Behavioural Competencies
- Strategic Thinking & Business Acumen
- People Leadership & Team Development
- Stakeholder Management — internal and external
- Negotiation & Influencing Skills
- High Ownership & Results Orientation
- Collaborative Working & Cross-Functional Coordination
- Problem-Solving & Decision-Making under Ambiguity
- Excellent Communication — written and verbal
Travel Requirements
This role requires moderate-to-high travel — estimated 30–40% of working time — for platform partner visits, brand meetings, trade review calls, distributor/retailer engagement, and industry events.
Pay: ₹1,000,000.00 - ₹1,200,000.00 per year
Benefits:
- Paid sick time
- Provident Fund
Work Location: In person
