We are partnering with an international food FMCG business to recruit a Head of Traditional Trade (GT).
This prospect suits a commercial leader with strong distributor management experience and a track record of expanding market coverage. The priority is to scale an established distribution network, strengthen execution and lead an experienced sales team through the next stage of growth.
Key Responsibilities
- Develop and execute the Traditional Trade strategy, delivering sales, market share, distribution and profitability targets.
- Expand physical distribution and outlet penetration across underserved territories and local key accounts.
- Strengthen distributor and sub-distributor performance through business planning, performance reviews and capability development.
- Improve route-to-market models, territory coverage and field sales productivity.
- Lead experienced sales managers and distributor development teams, translating channel strategy into clear priorities and consistent execution.
- Build strong relationships with distributors, wholesalers and trade partners.
- Manage channel profitability, trade investments, budgets and demand forecasting.
- Drive the adoption of distributor management systems, sales automation and analytics to improve commercial decisions.
- Partner with Marketing,
Finance and Supply Chain on promotions, product launches and growth initiatives.
What We Are Looking For
- Deep Traditional Trade expertise: 15+ years of FMCG sales experience, including at least 5 years in distributor management and at least 2 years in a national or senior leadership role.
- Proven ability to scale: A track record of growing established distribution networks, expanding outlet reach and improving sales productivity.
- Strong people leadership: Able to earn the confidence of seasoned sales teams, make decisive choices and communicate a clear direction.
- Hands-on execution: Willing to spend time with teams and distributors in the market, coach directly and follow through on delivery.
- Comfort with change and ambiguity: Able to develop practical plans and maintain momentum in an evolving business environment.
- Commercial and analytical strength: Sound understanding of channel P&L;, distributor economics, trade investment returns and sales performance data.
- Digital capability: Experience driving adoption of distributor management systems, sales automation or related tools.
- Willingness to travel extensively, approximately 10–12 days per month.
- A bachelor’s degree in Business or a relevant discipline; an MBA is preferred. Food FMCG experience is an advantage.
- Interested? Apply with your updated CV for a confidential discussion.
📌 Head of Traditional Trade (GT) (Delhi)
🏢 Argyll Scott
📍 Delhi
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