Head Export B2B

• The Head - Multi-Ethnic Independent Retail Markets (Export) will be responsible for driving revenue growth, market penetration, distributor expansion, and brand leadership across ethnic & independent retail channels globally.
• The role demands strong export sales strategy, distributor management, GTM execution, and cultural market understanding.

Key Responsibilities:

1. Market Expansion & Revenue Growth

• Lead end-to-end export business for multi-ethnic & independent retail markets
• Develop country-wise and region-wise expansion strategies
• Achieve annual & quarterly sales, margin, and volume targets
• Identify new ethnic clusters, cities, and high-potential retail belts

2. Distributor & Channel Development

• Appoint, onboard, and scale importers, distributors & master distributors
• Drive secondary sales, retailer coverage, and shelf visibility
• Build strong relationships with ethnic wholesalers & independent chains
• Define distributor KPIs, incentives, and performance reviews

3. Brand Building & Trade Marketing

• Strengthen brand presence in ethnic communities (Indian, South Asian, Middle Eastern, Asian, African stores)
• Plan and execute:
• o In-store promotions
• o Sampling & demos
• o Festival-led activations (Diwali, Eid, Ramadan, Christmas, Vaisakhi, etc.)
• Coordinate with Marketing & Branding teams for localized campaigns

4. Product Strategy & Localization

• Align SKUs, pack sizes, pricing, and flavors to ethnic consumption patterns
• Provide market insights for:
• o New Product Development (NPD)
• o Private label & white-label opportunities
• Ensure compliance with local regulations, labeling& certifications

5. Export Operations & Compliance (Strategic Oversight)

• Coordinate with logistics, planning, and finance teams for:
• o Export documentation
• o Forecasting & inventory planning
• o Credit cycles & risk management
• Ensure smooth execution aligned with international trade norms

6. Leadership & Cross-Functional Collaboration

• Act as Growth Leader for the multi-ethnic export vertical
• Lead internal teams and external partners with ownership mindset

• Work closely with:

• o International Marketing
• o Supply Chain & Production
• o Quality & Regulatory
• o Finance & Compliance

7. Data, Reviews & Strategic Planning

• Track performance through weekly dashboards & monthly reviews
• Lead 90-Day War Room execution with action-oriented outcomes
• Present market insights, growth plans, and risks to leadership

Key Performance Indicators (KPIs)

• Export revenue & profitability growth
• Distributor activation & productivity
• Retail store penetration & shelf presence
• Market-wise sales velocity
• New distributor onboarding
• Brand visibility & repeat offtake
• Compliance & execution efficiency

Required Qualifications & Experience

• MBA / PGDM (Sales, Marketing, International Business) preferred
• Graduation in Commerce / Business / Food Technology is an advantage
• 10-18 years of experience in International FMCG / Food Export Sales
• Minimum 5+ years handling multi-ethnic / independent retail markets
• Strong exposure to Canada / UK / EU / Middle East preferred

Skills & Competencies

• Export sales & distributor management expertise
• Deep understanding of ethnic consumer behavior
• Strong negotiation & relationship-building skills
• Strategic thinker with execution capability
• Financial acumen (pricing, margins, credit)
• Leadership & stakeholder management