The Role
Leads end-to-end MRF and e-commerce sales and distribution for milk and dairy products. Responsibilities include achieving sales targets, managing teams and distribution networks, overseeing product availability and merchandising, planning promotions and consumer acquisition, monitoring receivables and market performance, coordinating cross-functional activities, preparing MIS reports, and ensuring ISO, statutory, and audit compliance.
Summary Generated by Built In
Summary
The role is responsible for driving and overseeing the end-to-end MRF & E-commerce sales and distribution activities for Milk & Milk Products. This position plays a critical role in achieving business targets by ensuring seamless execution, strategic promotion, and compliance with ISO standards. The incumbent will lead and support the sales team, build brand visibility, optimize product availability, and enhance market penetration through data-driven strategies. Key focus areas include sales performance, distribution network expansion, consumer acquisition, promotional planning, and cross-functional coordination. The role demands strong leadership, analytical acumen, and a proactive approach to identifying business gaps and implementing corrective actions to ensure sustainable growth and operational excellence.
Responsibilities
- Plan, execute, and promote MRF & Ecom business activities to achieve sales targets as per the annual business plan.
- Lead team development and performance to align with organizational objectives.
- Strengthen brand identity and increase market visibility through strategic initiatives.
- Manage product lifecycle activities including forecasting, availability, listing, merchandising, shelf share, and pricing.
- Oversee sales operations such as target achievement, margin optimization, promotions, and rental management.
- Design and implement a scalable consumer acquisition model to drive customer growth.
- Monitor and evaluate the distribution network, channel marketing systems, and local buyer performance.
- Identify business gaps and develop targeted sales promotional activities to address them.
- Build market intelligence and expand the distribution network across cities and towns.
- Ensure accurate reconciliation of sales realizations and outstanding receivables.
- Develop and execute effective marketing plans, including BTL activities.
- Organize customer contract programs and manage feedback and complaint resolution.
- Oversee the placement and maintenance of Visi Coolers and Bottle Coolers in the market.
- Ensure timely product supply with minimal leakage, damage, and transit losses.
- Maintain optimal merchandising standards at all MRF stores.
- Guarantee product availability across all variants and SKUs in MRF and Ecom channels, city- and town-wise.
- Maximize manpower utilization and foster team development and performance.
- Prepare and submit daily and periodic MIS reports for performance tracking.
- Collaborate effectively with internal teams including Sales, Operations, Quality, and Marketing.
- Ensure compliance with statutory regulations, ISO standards, and audit requirements.
- Perform any other duties as assigned from time to time.
Requirements
Requirements:
- Bachelor’s degree in Business Administration, Marketing, or a related field.
- Minimum 5 years of experience in sales, distribution, or marketing within FMCG or dairy sectors.
- Proven track record in achieving sales targets and managing large-scale distribution networks.
- Strong analytical and problem-solving skills with experience in MIS reporting and data-driven decision-making.
- Excellent leadership, team-building, and people management abilities.
- In-depth knowledge of product management, merchandising, and promotional strategies.
- Experience in managing BTL marketing campaigns and consumer acquisition models.
- Familiarity with ISO standards and compliance processes.
- Proficiency in MS Office and CRM tools.
- Ability to work under pressure, meet deadlines, and manage multiple priorities.
- Strong communication, negotiation, and stakeholder coordination skills.
- Willingness to travel across regions as required.
Skills Required
- Bachelor's degree in Business Administration, Marketing, or a related field.
- Minimum 5 years of experience in sales, distribution, or marketing within FMCG or dairy sectors.
- Proven track record in achieving sales targets and managing large-scale distribution networks.
- Strong analytical and problem-solving skills, including MIS reporting and data-driven decision-making.
- Leadership, team-building, and people management abilities.
- Knowledge of product management, merchandising, and promotional strategies.
- Experience managing BTL marketing campaigns and consumer acquisition models.
- Familiarity with ISO standards and compliance processes.
- Proficiency in Microsoft Office and CRM tools.
- Ability to work under pressure, meet deadlines, and manage multiple priorities.
- Strong communication, negotiation, and stakeholder coordination skills.
- Willingness to travel across regions as required.
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The Company
What We Do
Heritage Foods Limited is an Indian dairy and fast-moving consumer goods company focused on milk and value-added dairy products such as curd, ghee, and paneer. Founded in 1992 and headquartered in Hyderabad, it operates an integrated supply chain connecting more than 300,000 dairy farmers with consumers across 17 Indian states. The company also operates food and grocery retail under the Heritage Fresh brand.
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