Business Head - Dairy Craft

Confidential Jobs · India

Role Purpose :

The Business Head - Dairy Craft will be responsible for driving end-to-end business performance of the Dairy Craft portfolio, with primary responsibility for Ghee and UHT Milk, including strategy, P&L ownership, sales growth, brand building, channel expansion, portfolio development, and team leadership. The role requires strong experience in the Dairy / Packaged Foods category within the FMCG industry, with a sound understanding of category dynamics, distribution, pricing, consumer behaviour, and supply-chain economics.

Key Responsibilities :

1. Business & P&L Ownership

• Own the overall P&L for the Dairy Craft business, including revenue, gross margins, trade spends, pricing, and profitability.

• Drive sustainable topline and bottom-line growth across Ghee and UHT Milk across relevant channels.

• Develop annual operating plans (AOPs), long-term growth strategy, portfolio priorities, and market expansion plans.

2. Sales & Channel Strategy

• Lead national sales strategy across General Trade, Modern Trade, E-commerce, and other relevant channels.

• Strengthen distributor and channel partner network to improve reach, availability, and execution. • Drive secondary sales, outlet coverage, numeric and weighted distribution, and portfolio mix.

• Optimize route-to-market (RTM) and improve sales productivity across priority markets.

3. Marketing & Brand Leadership

• Lead brand strategy, portfolio management, and innovation for Ghee and UHT Milk.

• Oversee product launches, relaunches, pack-price architecture, and line extensions.

• Drive consumer-centric marketing, shopper marketing, and in-store activation programs.

• Ensure strong collaboration between Sales, Trade Marketing, Brand Marketing, and Category teams.

4. Category & Market Development

• Build deep category understanding across: o Ghee - consumer packs, premium/value segments, pack-price architecture, and regional consumption patterns. o UHT Milk - shelf-stable milk formats, pack sizes, consumption occasions, and channel opportunities.

• Track market trends, competition, pricing, consumer behaviour, and emerging category opportunities.

• Leverage market data, internal sales analytics, and consumer insights to drive decision making.

Key Skills & Competencies :

• Strong Sales & Marketing leadership in FMCG / Packaged Foods

• Proven experience in Dairy / Dairy Products, preferably Ghee and/or UHT Milk

• P&L management and business strategy

• GT / MT / E-commerce expertise

• Trade marketing & retail execution

• Category management, pricing, and portfolio development

• Data-driven decision-making

Education & Experience :

• 12+ years of experience in FMCG Sales & Marketing / Business Leadership

• Prior experience managing Dairy / Packaged Dairy Products is mandatory

• Hands-on category exposure to Ghee and/or UHT Milk is strongly preferred

• Experience in leadership roles such as Business Head, Category Head, Sales Head, Marketing Head, or Group Brand Manager is preferred