ORC Head

Position : Head - ORC

Position Overview:

We are seeking an accomplished and strategic Head - Organized Retail Channel (ORC) to lead and drive the growth of our Home Appliances business across India's leading organized retail chains. This is a critical leadership role responsible for developing and executing robust sales strategies, fostering deep relationships with key retail partners, and ensuring market share expansion and sustained revenue growth within the ORC segment.

The ideal candidate will possess a profound understanding of the Indian retail landscape, a proven track record of managing large-scale retail accounts, and exceptional leadership skills to build and motivate a high-performing sales team.

Key Responsibilities:

• Strategic Leadership & P&L Management:
• Develop and execute the ORC business strategy aligned with the company’s overall growth objectives.
• Build annual and quarterly sales plans for organized retail partners, ensuring sustainable revenue growth and market share expansion.
• Full ownership of the ORC P&L, including accurate revenue forecasting, effective budget management (trade marketing, promotional spends), and comprehensive profitability analysis.
• Identify emerging opportunities and risks within the organized retail landscape.
• Sales & Key Account Management:
• Lead negotiations for annual business agreements, margins, schemes, and joint business plans with retail chains.
• Ensure achievement of sales, profitability, and distribution targets for all organized retail accounts.
• Manage key account managers and sales teams to drive excellence in execution.
• Drive sales execution excellence, ensuring effective product placement, optimal inventory management, and timely order fulfillment across all ORC touchpoints.
• Retail Partner Engagement:
• Build and nurture strong relationships with key decision-makers at Reliance, Vijay Sales, Croma, and other leading organized retail players.
• Drive collaborative initiatives such as exclusive launches, category promotions, and in-store events to maximize brand visibility, sales, and category share.
• Regularly review business performance with retail partners, identifying areas for collaborative growth and problem resolution.
• Merchandising & In-Store Excellence:
• Oversee execution of brand visibility, planograms, and promotional displays across retail outlets.
• Partner with marketing teams to ensure compelling in-store communication and customer engagement.
• Collaborate closely with internal Marketing and Product teams to develop channel-specific marketing strategies and design effective trade marketing and promotional campaigns tailored for organized retail.
• Performance Monitoring & Reporting:
• Track sell-in and sell-out performance, stock levels, and market trends.
• Use data-driven insights to optimize product assortment, pricing, and promotional activities.
• Continuously monitor market share, competitor activities, pricing strategies, and consumer insights.
• Provide regular, insightful reports on ORC performance, market trends, and strategic recommendations to senior leadership.
• Team Leadership & Development:
• Lead, mentor, and develop the ORC sales team to build a high-performance culture.
• Foster collaboration between sales, marketing, supply chain, and finance teams for seamless execution and to support ORC objectives.
• Develop and implement effective sales incentive programs and robust training modules for both internal teams and retail partner staff.
• Operational Excellence:
• Streamline sales processes, inventory management, and logistics coordination with internal supply chain teams and retail partners for efficient operations.
• Ensure strict adherence to company policies, ethical standards, and compliance regulations across all ORC activities.

Qualifications & Experience:

• Bachelor’s degree in Business Administration, Sales, Marketing, or a related field. An MBA from a reputable institution is highly preferred.
• 12-18 years of progressive experience in Sales and Channel Management within the Consumer Durables/Home Appliances industry in India.
• Minimum of 5-7 years in a leadership role, specifically heading or leading a significant portion of the Organized Retail Channel/Key Account Management.
• Deep existing relationships and proven negotiation skills with senior stakeholders at major Indian organized retail chains (e.g., Reliance Digital, Croma, Vijay Sales, etc.).
• Strong understanding of retail operations, trade marketing, supply chain dynamics, and category management principles.
• Proficiency in sales forecasting, budgeting, and performance analytics tools.

Soft Skills:

• Exceptional Negotiation & Influence: Master negotiator with a proven ability to secure favorable terms and build win-win partnerships at senior levels.
• Strong Business Acumen & P&L Management: Deep understanding of commercial drivers, financial metrics, and effective budget allocation to maximize profitability.
• People Leadership & Development: Proven ability to build, inspire, mentor, and develop high-performing sales teams.
• Analytical Decision-Making: Strong analytical capabilities to interpret complex sales data, market trends, and competitive intelligence to inform strategic decisions.
• Collaboration & Cross-functional Leadership: Ability to work seamlessly with marketing, product, supply chain, and finance teams to achieve overall business objectives.
• Adaptability & Resilience: Thrives in a dynamic, competitive market environment and capable of navigating challenges with a proactive and solution-oriented approach.