VP - Growth

# Vice President – Growth ## Company Overview Our client is a well-established, heritage Indian food brand with a strong presence in Gujarat and a growing footprint in international markets. With a strong retail network, in-house manufacturing capabilities, and an expanding export business, the company is entering its next phase of growth. Key strategic priorities include commissioning a large-scale manufacturing facility, expanding into new cities and markets, strengthening digital commerce, and building new revenue streams across quick commerce, e-commerce, direct-to-consumer (D2C), corporate and institutional sales, general trade, modern trade, and international markets. The company is strengthening its professional leadership team to support its ambition of building a nationally recognized food brand while preserving its legacy, product quality, and customer trust. ## Job Summary The Vice President – Growth will lead the company's expansion across digital commerce channels, initially focusing on quick commerce and e-commerce, followed by corporate and institutional sales and, over time, general trade and modern trade distribution. This is a strategic leadership role with end-to-end responsibility for driving profitable revenue growth, building scalable business channels, and expanding the brand's presence beyond its existing retail network. Reporting directly to the MD & CEO, the role will work closely with the promoter group and cross-functional leadership to develop and execute the company's growth agenda. **Location:** Vadodara, Gujarat (open to discuss), with extensive travel to Mumbai, Delhi, Bengaluru, and other key markets. ## Key Responsibilities ### 1. Digital Commerce and Quick Commerce - Own the P&L for quick commerce, e-commerce marketplaces, and D2C channels, managing assortment, listings, content, pricing, promotions, platform advertising, and trade terms. - Build and maintain strong relationships with category and account teams at leading quick-commerce platforms, including Blinkit, Zepto, and Swiggy Instamart, as well as marketplaces such as Amazon and Flipkart. - Negotiate commercial terms, margins, visibility, promotional investments, and joint business plans to drive sustainable growth. - Collaborate with Product, Manufacturing, and Marketing teams to develop channel-ready SKUs, packaging, shelf-life solutions, product launches, and platform content. - Establish efficient supply chain processes covering city-level demand planning, dark-store replenishment, fill rates, inventory availability, and returns management. - Track channel performance through platform dashboards, sales analytics, advertising efficiency, contribution margins, and other key business metrics. ### 2. Direct-to-Consumer (D2C) Growth - Drive growth of the company's D2C website and app through improved conversion rates, customer acquisition, retention, and repeat purchases. - Develop CRM, loyalty, subscription, and personalized marketing initiatives to improve customer lifetime value. - Strengthen online gifting capabilities, product discovery, customer experience, and digital merchandising. - Evaluate emerging digital channels, aggregators, and new customer acquisition opportunities. ### 3. Corporate Gifting and Institutional Sales - Build the corporate and institutional gifting business from the ground up, including product catalogues, pricing architecture, sales processes, and key-account coverage. - Develop relationships with corporate clients, large enterprises, hospitality groups, airlines and travel-retail operators, canteens, co-working spaces, and other institutional buyers. - Establish a structured B2B sales strategy across Gujarat and key metropolitan markets. - Develop scalable account-management processes, commercial frameworks, and seasonal gifting programmes to drive recurring business. ### 4. General Trade and Modern Trade Expansion - Develop business cases and go-to-market strategies for entering general trade (GT) and modern trade (MT) channels. - Define product and pricing architecture, distributor economics, channel margins, and market-entry models. - Identify priority markets, assess distribution opportunities, and launch pilot programmes before scaling across selected geographies. - Build the commercial and distribution capabilities required to support long-term national expansion. ### 5. Growth Strategy and Financial Management - Develop and execute a comprehensive growth strategy aligned with the company's long-term business objectives. - Prepare annual business plans, revenue forecasts, financial models, investment proposals, and return-on-investment assessments. - Establish clear channel-level targets and performance dashboards covering revenue, gross margins, contribution profitability, customer acquisition, and return on advertising spend. - Identify opportunities for profitable growth through portfolio expansion, new channels, geographic expansion, and strategic partnerships. - Work closely with Finance, Operations, Marketing, and Product teams to ensure growth initiatives are commercially viable and operationally scalable. ### 6. Team Building and Leadership - Build and lead teams across e-commerce, digital commerce, corporate sales, and business development. - Define organizational structures, performance metrics, operating rhythms, and accountability frameworks. - Establish scalable processes and systems to support rapid expansion while maintaining product quality, customer experience, and brand standards. - Work closely with the MD & CEO and promoter group to translate strategic priorities into measurable business outcomes. ## Qualifications and Experience - MBA or PGDM in Marketing, Strategy, Finance, or General Management preferred. - 12–20+ years of experience in consumer businesses, FMCG, packaged foods, or related sectors. - At least 5 years in senior leadership roles focused on growth, e-commerce, digital commerce, business management, or commercial leadership. - Demonstrated success in building or scaling quick-commerce and/or e-commerce businesses for an FMCG or packaged-food brand. - Strong understanding of platform-level business metrics, including sales, fill rates, advertising expenditure, margins, and contribution profitability. - Proven P&L ownership, financial modelling, unit economics, and business-case development capabilities. - Established working relationships with category and account teams at leading quick-commerce platforms and online marketplaces. - Hands-on experience with platform dashboards, data analysis, forecasting, and weekly business performance reviews. - Strong commercial acumen, negotiation skills, stakeholder management, and people leadership capabilities. - Willingness to be based in Vadodara, Gujarat, with extensive travel to key business markets. ## Preferred Skills and Experience - Experience in snacks, sweets, namkeen, bakery, dairy, or other packaged-food categories. - Experience building corporate gifting or institutional sales channels from inception. - D2C brand-building experience, including website or app management, CRM, retention, and performance marketing. - Exposure to general trade and modern trade distribution, distributor economics, and new-market entry. - Experience in promoter-led businesses, high-growth companies, or professionally managed entrepreneurial environments. - A demonstrated track record of scaling regional consumer brands into larger national markets through digital and omnichannel strategies. ## Work Environment - **Location:** Vadodara, Gujarat (open to discuss) - **Travel:** Extensive travel to Mumbai, Delhi, Bengaluru, and other key markets. - **Reporting:** Directly to the MD & CEO. - **Organization:** A heritage, promoter-led food business transitioning into its next phase of professionally managed growth. - **Collaboration:** Close interaction with the promoter group and leadership teams across Marketing, Finance, Product, Manufacturing, Supply Chain, and Operations. ## Growth Opportunity This is an opportunity to lead a critical growth function within an established Indian food business entering an ambitious expansion phase. The successful candidate will have the opportunity to: - Build and scale high-growth digital and institutional business channels. - Drive expansion into new cities, distribution networks, and customer segments. - Influence the company's national growth strategy and international expansion plans. - Build professional teams and scalable commercial capabilities. - Work directly with the MD & CEO and promoter group, with meaningful influence over business strategy and long-term growth. ## Benefits - Senior leadership role with direct access to the MD & CEO and promoter group. - Opportunity to shape the growth strategy of an established heritage food brand. - Significant ownership of business performance, channel expansion, and team development. - Professional leadership environment with opportunities for long-term career progression. - Opportunity to contribute meaningfully to the transformation of a regional leader into a nationally recognized consumer brand.