B2N Management Consulting Pvt. Ltd.
Website:
b2nconsulting.com
Job details:
Key Accountabilities
P&L, Strategy & Commercial Performance
- Own revenue, gross margin, marketing investment, contribution, EBITDA and working capital.
- Develop and execute the annual operating plan and four-year growth strategy.
- Allocate resources against the highest-value growth opportunities.
- Establish a rigorous operating rhythm through weekly trading and monthly business reviews.
- Balance growth, contribution and cash discipline rather than pursuing distribution or revenue for its own sake.
Brand & Consumer
- Establish the brand's positioning as a restaurant-style fine food brand for the home kitchen.
- Define brand architecture, proposition, packaging, communication and consumer experience.
- Build distinctive brand assets and a consistent voice across digital, retail and physical touch-points.
- Protect the brand's premium equity while expanding into higher-frequency cooking occasions.
- Develop a deep understanding of consumer needs, occasions, barriers and unmet needs.
- Build consumer awareness, trial, repeat and loyalty.
Portfolio & Innovation
- Build a focused portfolio around high-potential consumer occasions rather than catalogue breadth.
- Identify and develop hero products capable of generating ₹10 Cr+ annual revenue.
- Lead innovation with parent company's culinary, flavour, R&D and sensory teams.
- Use consumer testing, product economics and post-launch data to decide what to scale, improve or discontinue.
- Maintain high availability of hero products while controlling SKU complexity.
- Translate the parent companies’ technical capabilities into compelling consumer propositions.
Growth & Digital Commerce
- Build scalable acquisition across quick commerce, marketplaces, D2C, paid social, creators, content and sampling.
- Make quick commerce a core growth engine, with disciplined city-by-city expansion.
- Develop Amazon, Blinkit, Zepto, Swiggy Instamart, BigBasket and other relevant platforms as strategic channels.
- Build first-party consumer data and CRM across WhatsApp, email, subscriptions and loyalty.
- Improve CAC, repeat purchase, cohort economics, contribution and customer lifetime value.
- Establish clear dashboards for velocity, availability, CAC, repeat, contribution and profitability by SKU, city and channel.
Channel Development
Build distribution deliberately, prioritising depth, velocity and profitability:
- Quick commerce
- Marketplaces and D2C
- Premium modern trade
- HoReCa
- Gifting and selected institutional opportunities
- International / diaspora markets where strategically attractive
The Business Head will be expected to resist premature channel expansion and build density in the channels that work.
Organisation & Leadership
- Build and lead a high-performing consumer organisation, initially ~25 people and ultimately ~55.
- Recruit leaders across growth, brand, e-commerce, product, consumer insights, supply planning and finance.
- Establish clear accountability, decision rights, performance metrics and an entrepreneurial operating culture.
- Build an organisation capable of moving quickly, making decisions with imperfect information and operating with commercial discipline.
- Maintain a strong Bengaluru/Mumbai commercial presence while working closely with the South India-based R&D and manufacturing ecosystem.
Candidate Profile
Experience
The successful candidate is likely to bring:
- 10–15 years of experience in consumer businesses, preferably FMCG, food or adjacent categories. like sauces, spices, seasonings, snacks, dairy or adjacent categories.
- At least three years of meaningful P&L ownership, ideally at ₹50 Cr+ scale.
- Demonstrated experience scaling a new-age consumer brand or business through a significant growth phase.
- Experience as a Business Head, CBO, COO, Founder or equivalent senior commercial leader.
- A track record of launching, scaling and rationalising consumer products.
- Experience building quick commerce and marketplace channels as meaningful growth engines.
- Strong understanding of unit economics, contribution margins and customer acquisition economics.
- Experience leading teams of 25+ people, including managers of managers.
- Experience working closely with R&D, culinary teams, manufacturing or co-packers.
- Founder or entrepreneurial experience.
- HoReCa or foodservice exposure.
- Experience in South India, Gulf or diaspora markets.
An MBA or equivalent qualification.
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