Head Integrated Marketing and Market Development Nutra

Aora India Private Limited; Chennai District; On-site; INR 3,000,000 - 5,500,000; Full time

Benefits offered by this job

Competitive fixed pay with incentive

Job summary

Aora India Private Limited is seeking a senior commercial leader to build and scale its offline nutraceutical business across India. The role involves developing productive territories, distributors, stockists, pharmacies, and professional engagement, with a strong offline-to-online consumer acquisition focus.

The candidate should have 8–15 years in nutraceuticals/OTC or pharma trade, with proven distributor development and new-product-launch experience, and an MBA or equivalent marketing/sales

Qualifications

• 8–15 years’ sales and distribution experience in nutraceuticals/OTC/consumer healthcare or pharma trade with nutraceutical exposure.
• Evidence of building distributors, stockists or pharma networks with secondary sales and online conversion.
• Hands-on market-building and new-product-launch experience.

Responsibilities

• Develop a phased All-India nutraceutical market-development strategy.
• Engage doctors/HCPs and education programmes within regulatory norms.
• Develop pharmacies and OTC outlets for visibility and repeat orders.
• Identify distributors/stockists and drive secondary sales, collections, and stock rotation.
• Build territory sales resources with measurable targets and productivity standards.
• Link offline activity to e-commerce channels for omnichannel integration.

Skills

Sales experience

Distributor development

Channel management

Market-building

Education

MBA / PG in Marketing or Sales

B.Pharm / B.Sc. acceptable

Job description

To build and scale Aora India’s offline Nutraceutical business across India and integrate offline market development with e-commerce growth. This is a market-building role, not a conventional pharma sales-administration position — developing productive territories, distributors, stockists, pharmacies and professional engagement, while creating measurable offline-to-online consumer acquisition. Portfolio: nutraceutical / dietary-supplement products sold through chemists, pharmacies, modern trade and e-commerce. This is a senior commercial role (sales, distribution and channel P&L) — not a nutritionist, dietitian or product-formulation role.

KEY RESPONSIBILITIES

• Market Strategy: Develop a phased All-India Nutraceutical market-development strategy, prioritising high-potential states, cities and territories.
• Professional Engagement: Build structured, compliant doctor/HCP engagement and product-education programmes within applicable regulatory and ethical norms.
• Outlet Development: Develop pharmacies, dispensing outlets and OTC/health retailers for availability, visibility, sell-through and repeat orders.
• Distribution: Identify, evaluate and appoint authorised distributors/stockists, driving secondary sales, reorder frequency, stock rotation and collections — not merely primary billing.
• Field Force: Build and manage territory sales resources on retainership with measurable targets, reporting and field-productivity standards.
• Consumer Activation: Run cost-effective activation and product-trial initiatives with measurable acquisition and sales conversion.
• Omnichannel Integration: Link offline activity to Amazon, Flipkart, Tata 1mg, D2C and other digital channels through QR/product discovery, traffic generation, repeat purchase and CRM to work with e-commerce Team
• Market Intelligence: Track competitor products, formulations, pricing, discounts, trade margins, consumer/professional feedback and digital positioning.
• Commercial Discipline: Ensure controlled inventory, secondary-sales focus, marketing ROI, CAC and territory profitability.

KEY PERFORMANCE INDICATORS

• Secondary Sales
• Active/Productive Distributors
• Distributor Reorders
• Productive Outletsli>
• Sales per Outlet
• Stock Rotation
• New Customer Acquisition
• Repeat Purchase
• Offline-to-Online Conversion
• CAC
• Marketing ROI
• Territory Contribution
• Sales & Contribution Growth

CANDIDATE PROFILE

• 8–15 years’ sales and distribution experience in Nutraceuticals / OTC / Consumer Healthcare, or Pharma trade sales with meaningful Nutraceutical exposure — typically currently ZSM / RSM / National Sales Manager / Business Head.
• Proven distributor/stockist development, pharmacy/retail channel, field sales and territory-development experience.
• Strong preference for hands‑on Nutraceutical market‑building and new‑product‑launch experience.
• Understanding of offline distribution and e‑commerce/D2C consumer journeys; entrepreneurial, data‑oriented, strong negotiator and team‑builder, comfortable building markets without established infrastructure.
• Evidence required: Specific Nutraceutical brands, territories or distributor networks built from launch, with secondary-sales, repeat‑purchase and online‑conversion outcomes.
• Education: MBA / PG in Marketing or Sales preferred; B.Pharm / B.Sc. acceptable with a strong commercial sales track record.

THIS ROLE IS NOT SUITED TO

• Nutritionists, dietitians, clinical-nutrition, diet-counselling, food‑technology/R&D or wellness‑coaching profiles without direct sales and distributor‑management responsibility.
• Profiles limited to Rx-detailing or managing an established pharma field force and existing distributor network.
• Experience measured mainly on primary billing or target‑push, without accountability for secondary sales, stock rotation and collections.
• Candidates with no exposure to consumer activation, e‑commerce marketplaces or D2C consumer journeys.

COMPENSATION & SELECTION

Compensation: Competitive fixed pay plus performance‑linked incentive, commensurate with experience and demonstrated market‑building capability.

Selection: Shortlisted candidates will present a 90/180-day market‑entry case study covering priority states, distributor appointment, outlet development, professional engagement, consumer acquisition, secondary sales and offline-to‑e-commerce integration. The final offer is subject to satisfactory employment and reference verification.