– Lead Alternate Channel

About the RoleWe are looking for an experienced Lead – Alternate Channel to drive and scale our alternate channel business across Institutional Sales, CSD/CPC, HORECA and B2B channels. The role will be responsible for business growth, revenue and volume targets, key account management, channel strategy, team leadership, budgeting and developing new business opportunities.

Key ResponsibilitiesBusiness & Revenue Management

- Own and deliver region-wise and channel-wise revenue, volume and profitability targets.
- Develop and execute strategies for Institutional, CSD/CPC, HORECA and B2B channels.
- Drive primary and secondary sales and improve distribution and client base.
- Identify new avenues and opportunities to expand alternate channel business.
- Monitor business performance and take corrective actions to achieve targets.

Channel Development & Key Accounts

- Build and maintain strong relationships with institutional clients, HORECA accounts, corporates, government institutions and key channel partners.
- Lead negotiations with key accounts on pricing, discounts and terms of trade.
- Manage annual agreements and commercial discussions with large institutional customers.
- Develop new customers, distributors and channel partnerships.
- Strengthen channel-wise database and business pipeline.

CSD / CPC Business

- Manage CSD/CPC business including new product listings, price revisions, product/packaging changes, consumer offers and recertification requirements.
- Coordinate with CSD Head Office and relevant internal departments for business requirements.
- Drive demand generation through regular depot and URC visits.
- Ensure effective product range, distribution and visibility across the channel.

Budgeting & Forecasting

- Prepare and monitor monthly, quarterly and annual budgets and forecasts.




- Track spends against budgets and manage channel profitability.
- Plan SKU-wise and location-wise inventory requirements.
- Coordinate with Supply Chain for stock availability and bulk-order requirements.
- Monitor stocks, sales and channel spends to optimize working capital.

Team Leadership

- Lead and manage the Alternate Channel sales team, including managers, sales officers and distributors.
- Set individual and team targets and monitor performance.
- Recruit, train, coach and motivate the team.
- Establish clear channel-wise processes, guidelines and performance metrics.

Cross-functional Coordination

- Work closely with Sales, Supply Chain, Finance, Marketing, Customer Service and other internal teams.
- Ensure smooth execution of orders, pricing, collections, stock planning and customer requirements.
- Drive timely payment collection and resolution of commercial issues.

Key Skills & Competencies
- Institutional Sales & Alternate Channel Management
- CSD / CPC Business
- HORECA & B2B Sales
- Key Account Management
- Channel Strategy & Business Development
- Revenue & Volume Management
- Budgeting & Forecasting
- Pricing & Commercial Negotiation
- Distributor Management
- Team Leadership
- Customer Relationship Management
- Cross-functional Stakeholder Management
- Data-driven Business Planning

Candidate Profile
- 12–18 years of experience in Institutional / Alternate Channel Sales, preferably within FMCG, Food & Beverage or Consumer Goods.
- Strong experience in CSD/CPC, HORECA and B2B institutional business.
- Proven experience managing large accounts, distributors and sales teams.
- Solid commercial negotiation and relationship management skills.
- Ability to develop channel strategies and drive business growth.
- MBA / PGDM in Sales & Marketing or relevant qualification preferred.

Location - Mumbai | On-siteExperience -12–18 YearsIndustry Preference - FMCG / Food & Beverage / Consumer Goods

📌 Lead Alternate Channel (Mumbai)
🏢 M.O.M Meal of the Moment
📍 Mumbai