Business Head

Job Title: Business Head – Private Label

Location:
Kolkata, West Bengal

Reporting To:
Managing Director

Business Size:
₹600+ Crores Annual Turnover | 320+ Pharmacy Outlets across Eastern & Southern India

Role Overview

The
Business Head – Private Label
will spearhead the strategy, growth, and profitability of the organization's private label portfolio across 320+ retail outlets and emerging sales channels. The role demands a visionary leader with deep expertise in FMCG/Pharma retail, brand building, and distribution strategy — capable of scaling private label businesses in highly competitive markets.

Key Responsibilities

1. Sales & Business Growth

• Drive end-to-end P&L ownership for the private label vertical, ensuring sustained revenue and margin growth.
• Define and execute aggressive sales targets across categories — OTC, wellness, personal care, generics, etc.
• Develop and implement go-to-market strategies to strengthen market share and penetration.
• Expand beyond in-house retail by establishing presence in institutional sales, modern trade, B2B, and e-commerce.
• Identify high-potential markets, outlets, and consumer segments to accelerate business expansion.

2. Category & Product Strategy

• Collaborate with Category and Marketing teams to identify portfolio gaps and introduce new SKUs.
• Leverage market insights, consumer trends, and competitive intelligence to refine product assortment.
• Define pricing, positioning, and promotional strategies suited for pharmacy retail dynamics.

3. Distribution & Channel Development

• Strengthen in-store execution and ensure optimal visibility of private label SKUs across all outlets.
• Build and expand alternate distribution networks including wholesalers, distributors, and digital commerce.
• Optimize planograms, shelf placement, and merchandising for maximum category lift.

4. Marketing & Promotions

• Partner with Marketing to conceptualize and execute consumer campaigns, loyalty programs, and in-store activations.
• Utilize digital, CRM, and data-driven insights to drive customer engagement and repeat purchases.
• Implement innovative bundling and cross-selling strategies to enhance overall basket value.

5. Team Leadership & Performance Management

• Lead and mentor a high-performing team comprising regional managers, key account leads, and field sales executives.
• Establish clear KPIs to track sales productivity, outlet performance, and secondary distribution efficiency.
• Foster a culture of accountability, performance excellence, and continuous learning.

6. Data-Driven Insights & Reporting

• Use analytics and consumer insights to drive strategic decision-making and refine sales tactics.
• Track SKU-level, store-level, and channel-level performance to identify opportunities and gaps.
• Provide regular performance dashboards and profitability reports to senior leadership.

Qualifications & Experience

• Graduate/Postgraduate in
  Management, Pharmacy, or related disciplines.
• 12–18 years
  of experience in
  FMCG, Pharma, or Consumer Healthcare
  sales.
• Proven success in
  scaling private label or house-brand businesses.
• Strong background in
  retail operations, channel expansion, and trade marketing.
• Experience in
  leading large sales teams
  across multiple geographies.

Key Skills & Competencies

• Strong commercial and strategic acumen with a growth-oriented mindset.
• Exceptional communication, negotiation, and relationship management skills.
• Deep understanding of retail sales dynamics and consumer buying behaviour.
• Innovative thinker with the ability to differentiate and position private labels competitively.
• Inspirational leadership with a proven record of building high-performance teams.

Compensation

Competitive and commensurate with industry standards, including
performance-linked incentives
aligned with private label business growth.