Aora India is looking for a senior commercial leader to build and scale its offline Nutraceutical business across India while integrating offline market development with e-commerce growth.

This is a market-building, sales and distribution leadership role, focused on developing territories, distributors, stockists, pharmacies, retail outlets and professional engagement while driving measurable offline-to-online consumer acquisition.

The role is not a nutritionist, dietitian, product formulation or R&D; position.

Key Responsibilities

- Develop and execute an All-India Nutraceutical market-development strategy, prioritising high-potential states, cities and territories.
- Identify, evaluate and appoint distributors and stockists and drive secondary sales, reorders, stock rotation and collections.
- Develop pharmacies, dispensing outlets, OTC and health retailers to improve product availability, visibility and sell-through.
- Build and manage territory sales teams with transparent targets, reporting and field productivity standards.
- Develop structured and compliant doctor/HCP engagement and product-education programmes.
- Plan and execute consumer activation, product trials and market-development initiatives to drive customer acquisition and sales.
- Integrate offline initiatives with Amazon, Flipkart, Tata 1mg, D2C and other digital channels to generate traffic, repeat purchases and CRM opportunities.
- Work closely with the e-commerce team to build an effective offline-to-online consumer journey.
- Monitor competitor products, pricing, trade margins, promotions, consumer feedback and digital positioning.
- Ensure effective inventory management, secondary-sales focus, marketing ROI,



CAC and territory profitability.
- Drive overall sales and contribution growth across assigned markets.

Key Performance Indicators

- Secondary Sales
- Active & Productive Distributors
- Distributor Reorders
- Productive Outlets
- Sales per Outlet
- Stock Rotation
- New Customer Acquisition
- Repeat Purchase
- Offline-to-Online Conversion
- Customer Acquisition Cost (CAC)
- Marketing ROI
- Territory Contribution
- Sales & Contribution Growth

Candidate Profile

- 8 - 15 years of experience in Nutraceuticals, OTC, Consumer Healthcare or Pharma Trade Sales, with meaningful Nutraceutical exposure.
- Candidates currently working as ZSM / RSM / National Sales Manager / Business Head would be preferred.
- Strong experience in distributor/stockist appointment, pharmacy/retail channel development and field sales management.
- Proven experience in building new markets, launching products and developing territories.
- Strong understanding of secondary sales, stock rotation, collections and distributor management.
- Exposure to e-commerce, D2C and consumer acquisition journeys will be highly preferred.
- Entrepreneurial mindset with strong commercial acumen, negotiation, analytical and team-building skills.




- Candidates should be comfortable working in a business environment where market infrastructure needs to be built from the ground up.
- MBA/PG in Marketing or Sales preferred. B.Pharm/B.Sc. candidates with strong commercial sales experience may also be considered.

Preferred Experience / Evidence

Candidates should be able to demonstrate specific experience in:

- Nutraceutical brands/products handled or launched
- Territories/markets developed from the initial stage
- Distributor and stockist networks built
- Secondary-sales and repeat-order growth
- Pharmacy/retail outlet expansion
- Consumer activation initiatives
- Offline-to-online or e-commerce conversion

Not Suitable For

- Nutritionists, dietitians, clinical nutrition or wellness professionals without direct sales responsibility.
- Food Technology/R&D; or product-formulation professionals without commercial sales experience.
- Candidates limited to Rx detailing or management of an already-established pharma sales network.
- Profiles focused primarily on primary billing/target achievement without secondary-sales, stock rotation and collection responsibility.
- Candidates without exposure to consumer activation or e-commerce/D2C channels.

Selection Process

Shortlisted candidates will be required to present a 90/180-day market-entry and growth plan covering:

- Priority states and territories
- Distributor appointment strategy
- Pharmacy/outlet development
- Professional engagement
- Consumer acquisition
- Secondary-sales growth
- Offline-to-e-commerce integration

Compensation: Competitive fixed pay + performance-linked incentives, based on experience and demonstrated market-building capability.

📌 Head - Nutraceutical Sales & Market Development (Offline + E-commerce) (Chennai)
🏢 Aora India
📍 Chennai