Head of Traditional Trade (GT)

Argyll Scott; Delhi; On-site; INR 3,500,000 - 7,000,000; Full time

Job summary

International MNC in Consumers (Foods) is seeking a Head of Traditional Trade (GT) in India to lead a seasoned sales force and optimize distributor networks. The role focuses on expanding market coverage, improving execution and driving profitability across channels.

The ideal candidate has 15+ years in FMCG sales, strong distributor management experience, and a proven ability to scale distribution while managing a large field team. Travel ~10–12 days/month is expected.

Qualifications

• 15+ years FMCG sales experience including distributor management and leadership.
• Proven track record of scaling distribution networks and outlet reach.
• Strong people leadership with decisive direction.
• Willing to travel 10-12 days per month.

Responsibilities

• Develop and execute Traditional Trade strategy to hit sales targets.
• Expand distribution and outlet penetration in underserved areas.
• Strengthen distributor performance through planning and coaching.
• Improve route-to-market, territory coverage and productivity.
• Lead sales managers and distributor teams with clear priorities.
• Build relationships with distributors, wholesalers and trade partners.
• Manage channel profitability, budgets and demand forecasting.
• Drive distributor management systems, sales analytics and promotions.
• Partner with Marketing, Finance and Supply Chain on growth initiatives.

Skills

Traditional Trade

Distributor management

Sales leadership

Channel analytics

P&L understanding

Education

Bachelor's degree in Business or related

MBA preferred

Tools

Distributor management systems

Sales automation

Job description

Company: International MNC in Consumers (Foods)

Location: India or Open to Relocation

We are partnering with an international food FMCG business to recruit a Head of Traditional Trade (GT).

This opportunity 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.