Job Objective The Head – FMCG Business Vertical will be responsible for building, managing and scaling the FMCG business vertical of the organization. The role will own the end-to-end FMCG P&L; and will be responsible for business growth, customer acquisition and retention, solution development, operational excellence, profitability and strategic account management across warehousing, distribution, transportation and integrated supply-chain solutions.

The ideal candidate should have strong experience in managing large FMCG accounts within a 3PL / contract logistics environment and should possess a combination of commercial acumen, customer management, operations expertise and P&L; leadership.

Key Responsibilities

A. Business & P&L; Ownership

· Own the complete P&L; of the FMCG vertical, including revenue, gross margin, contribution and operating profitability.

· Develop and execute the annual business plan and growth strategy for the FMCG vertical.

· Identify opportunities to improve revenue, margin, productivity and asset utilization.

· Drive cost optimization without compromising customer service levels.

· Establish business KPIs and ensure regular performance reviews.

B. Business Development & Growth

· Develop and execute the FMCG sector growth strategy across India.

· Identify and acquire new customers across FMCG categories such as:

o Food & Beverages o Personal Care o Home Care o Packaged Foods o Consumer Products o Dairy / Frozen / Ambient FMCG

· Build a solid pipeline of large strategic accounts and new business opportunities.

· Lead large RFP/RFQ/RFI and solutioning processes, from opportunity identification through commercial closure.

· Develop differentiated 3PL solutions covering:

o Warehousing o Distribution o Primary & secondary transportation o Last-mile distribution o Inventory management o Value-added services o Control tower / visibility solutions o Integrated supply-chain solutions

C. Key Account Management

· Own relationships with strategic FMCG customers at CXO / Business Head / Supply Chain Head level.

· Ensure high customer retention and develop long-term strategic partnerships.

· Drive account mining and cross-selling of additional logistics services.





· Establish structured governance mechanisms including MBR/QBR/EBR with key customers.

· Proactively identify customer pain points and convert them into business opportunities.

D. Operations & Service Excellence

· Ensure operational excellence across all FMCG accounts.

· Drive adherence to agreed SLA/KPI/SIFOT, OTIF, inventory accuracy, order accuracy and service levels.

· Establish standardized operating processes across locations.

· Drive productivity improvement through:

o Process optimization o Automation o Technology adoption o Network optimization o Workforce productivity

· Ensure effective management of operational risks, business continuity and customer escalations.

E. Solution Design & Supply Chain Transformation

· Partner with customers to understand their supply-chain challenges and develop end-to-end logistics solutions.

· Lead network design, warehouse design, transportation optimization and distribution strategy.

· Drive technology-enabled solutions such as WMS, TMS, control towers, analytics and real-time visibility.

· Identify opportunities for automation and digital transformation within FMCG operations.

· Develop scalable solutions that can support customer growth and geographic expansion.

F. Commercial & Contract Management

· Own commercial negotiations with customers along with the finance/commercial team.

· Ensure appropriate pricing and profitability for new and existing contracts.

· Review contract commercials, escalation clauses, productivity assumptions and cost structures.

· Drive timely renewal of contracts and renegotiation of commercially unsustainable contracts.

· Ensure effective governance of claims, penalties, recoveries and commercial leakages.

G. Organization & People Leadership

· Build a high-performing FMCG leadership team across business development, operations, solution design and account management.





· Define organization structure, roles, KPIs and performance management systems.

· Develop second-line leadership and succession planning.

· Create a strong customer-centric and performance-driven culture.

· Attract and retain talent with relevant FMCG and 3PL expertise.

H. Strategic Partnerships & Industry Development

· Build relationships with FMCG ecosystem partners, technology providers and transport partners.

· Track industry trends and emerging supply-chain models.

· Develop capabilities around evolving FMCG requirements such as:

o Omnichannel distribution o E-commerce / quick commerce o Direct-to-consumer distribution o Regional distribution models o Integrated transportation & warehousing o Sustainability / green logistics

Experience & Qualification

· 10–15 years of overall experience in supply chain / logistics.

· Preferably 10+ years of experience in 3PL / contract logistics.

· Strong experience managing FMCG customers and large-scale operations.

· Proven experience managing a sizeable P&L; and large customer portfolio.

· Experience in business development, solutioning and winning large 3PL contracts is highly desirable.

- MBA / PGDM in Supply Chain, Operations, Marketing or General Management preferred.
- Engineering / graduate degree with relevant experience may also be considered.

Key KPIs & Competencies KPIs: FMCG vertical revenue growth | EBITDA / contribution margin | New customer acquisition | New business pipeline and conversion | Customer retention | Account mining / wallet share | SLA / SIFOT / OTIF performance | Inventory and order accuracy | Productivity improvement | Cost reduction | Contract renewal and commercial improvement | Employee productivity and attrition | Customer satisfaction / NPS· Competencies: P&L; ownership mindset | Strong FMCG supply-chain understanding | Business development and commercial acumen | Strategic account management | Strong negotiation skills | Solution design capability | Operational excellence | Data-driven decision making | Customer-centric approach | Leadership and team-building capability | Ability to work across functions| Strong executive communication and stakeholder management
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📌 FMCG Operations Head (Mumbai)
🏢 Radhakrishna Foodland
📍 Mumbai