Head – Modern TradeReporting To: Offline Business Head Location: Andheri, MumbaiRole OverviewThe 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 StopIdentification, negotiation, and onboarding of new Modern Trade key accounts in line with thecompany’s growth strategy.Key Responsibilities1) Business Strategy & GrowthDefine and execute the Modern Trade strategy and annual operating plansDrive sustainable revenue growth while ensuring profitability and cost discipline Evaluate and pursue expansion opportunities across national and regional retail chains2) Key Account & Commercial ManagementLead senior-level engagement with buyers, category managers, and merchandising teams Own commercial negotiations, Joint Business Plans, pricing, marginsEnsure strong sell-in, sell-out, and long-term account performance3) P&L Ownership & Financial DisciplinalOwn the Modern Trade P&L with specific accountability for:Discounting and promotional investments & visibility, branding, and in-store marketing costs Merchandising and execution-related expensesEnsure disciplined ROI management at the store level and continuous optimization of trade spends4) Trade Marketing & ExecutionOversee trade marketing strategy, including promotions, in-store visibility, and activations Ensure consistent, high-quality execution across all Modern Trade partnersLead the offline launch and scale-up of new products5) Planning, Forecasting & Cross-Functional AlignmentOwn revenue planning, forecasting, and performance reviewsWork closely with Supply Chain, Finance, Marketing, and Operations teams to ensure alignment Represent the Modern Trade function in cross-functional and leadership forums6) People LeadershipLead and develop the Modern Trade organization, including ground sales teams and offline functions Establish clear performance metrics, governance, and review mechanismsBuild a high-performing, execution-focused team aligned to business objectivesWhat We’re Looking For• 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 Careindustry• Proven track record of P&L ownership, including discounting, visibility spends, and merchandisingcost management• Experience managing national key accounts independently• Beauty & Personal Care background preferred; FMCG experience acceptable
