Job Description

1. Multi-Channel Strategy & Market Expansion

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• Design and execute a unified sales strategy spanning General Trade, Contemporary Trade, HORECA, E commerce/Q-commerce, and Institutional/B2B channels.

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• Decide the right channel mix and sequencing by geography and product line, rather than defaulting to any single channel.

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• Identify and prioritise high-potential segments, including:

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◦ General Trade (kirana, wholesale, distributor-led retail) ◦ Modern Trade (supermarkets, hypermarkets, chain stores) ◦ HORECA — hotels, restaurants, cafés, catering, corporate dining, cloud & institutional kitchens ◦ E-commerce & quick-commerce platforms ◦ Institutional and bulk/B2B supply (corporates, facility management, government/PSU canteens)

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• Lead expansion beyond Bengaluru into other major urban and adjacent markets, building a phased city/region rollout plan.

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2. Distribution Network Development

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• Build, appoint, and manage a robust distributor, super-stockist, and C&F; network across channels and geographies.

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• Set distributor onboarding norms, territory mapping, credit terms, and performance benchmarks. • Drive primary and secondary sales discipline; monitor distributor ROI, stock health, and fill rates.

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• Build direct-to-retail and direct-to-key-account capabilities where they improve margin or control.

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3. Revenue & P&L; Ownership

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• Own overall sales revenue and channel-wise P&L; targets.

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• Drive growth through new account acquisition, distribution expansion, key account development,



and institutional contracts.

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• Set and track channel-wise budgets, achieve volume/value targets, and optimise trade spend for profitable growth.

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4. Key Account & Institutional Relationships

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• Build strategic relationships across:

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◦ Modern trade chains and regional retail groups ◦ Hotel groups, restaurant chains, and catering companies ◦ Facility management and corporate food service providers ◦ E-commerce/Q-commerce category and account teams

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• Manage senior stakeholder relationships — Category Managers, Executive Chefs, F&B; Directors, Procurement Heads, and Corporate Buyers.

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5. Sales Team Leadership

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• Build, structure, and lead a multi-channel sales organisation (channel heads, area/territory sales managers, key account managers).

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• Define territory plans, org structure, incentive frameworks, and individual/team sales targets.

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• Monitor sales productivity, account coverage, and channel-wise performance; coach and develop the team.

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6. Pricing & Commercial Strategy

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• Design channel-wise pricing structures, trade terms, institutional contracts, and margin frameworks.

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• Evaluate account and channel profitability; optimise trade spend and discounting.

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7. Market Intelligence & New Opportunities

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• Track market trends, competitor activity, pricing, and evolving customer/consumer preferences across channels.

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• Provide channel and market insights to guide new product development and identify new distribution/channel opportunities.

📌 Sales Head (Bengaluru)
🏢 Satchmo Foods Private
📍 Bengaluru