* Job Summary:
- The Head of Business Development for the Health & Beauty (H&B) category is responsible for driving the strategic growth, market expansion, and profitability of the H&B portfolio. This leadership role focuses on acquiring new brand principals, optimizing Route-to-Market (RTM) strategies across both Modern Trade (MT) and General Trade (GT) channels, and leading a high-performing commercial team. The ideal candidate blends deep category expertise with strong distributor network management to capture market share in a highly competitive landscape.
* Key Responsibilities:
1. Strategic Planning & Category Growth
- Develop and execute comprehensive, data-driven business plans to achieve volume, revenue, and margin targets for the H&B category.
- Identify emerging market trends, consumer shifts, and competitive landscapes to uncover new business opportunities and brand acquisition targets.
- Define the optimal product assortment and pricing strategies to maximize profitability and market penetration.
2. Route-to-Market (RTM) & Channel Strategy
- Design and implement scalable Route-to-Market models tailored to the H&B sector, encompassing General Trade, Modern Trade, Pharmacies, and E-commerce channels.
- Optimize
trade marketing strategies, ensuring effective localized execution of brand campaigns, promotions, and visibility guidelines.
- Analyze supply chain efficiency, cost-to-serve metrics, and inventory forecasting to ensure optimal stock levels and reduce out-of-stocks.
3. Principal & Stakeholder Management
- Serve as the primary strategic contact for international and domestic H&B brand principals, negotiating contracts, trading terms, and joint business plans (JBPs).
- Ensure brand alignment and deliver on principal expectations regarding distribution width, depth, and brand equity.
- Collaborate cross-functionally with Supply Chain, Finance, Marketing, and Operations to ensure seamless brand onboarding and delivery execution.
4. Sales Leadership & Capability Building
- Lead, mentor, and structurally develop a robust sales and account management team.
- Establish clear KPIs, conduct regular performance reviews, and foster a high-performance, accountable culture.
- Design and deploy training workshops for the sales force, specifically focusing on execution excellence in MT and GT tracks.
5. Financial & Commercial Ownership
- Take full P&L ownership for the Health & Beauty category, managing trade spend, promotional budgets, and operational costs.
- Provide accurate monthly, quarterly, and annual sales forecasts and regular business review reports to the executive board.