Good Health Company
Website:
ghc.health
Job details:
Experience: 3-8 Years
Location: Hyderabad
Work Mode: WFO – 6 Days (Monday to Saturday)
Employment Type: Full-Time
Notice Period: 15-30 days (maximum)
Job Description
We're hiring a Manager - Big Box Retail to lead this brand's push into brick-and-mortar big-box retail in the US: think Target, Costco, Kroger, Sam's Club, CVS, Walgreens, Petco, and PetSmart. This is an in-person role based out of our Hyderabad office, built for someone who has genuinely sat across the table from big-box buyers in the US and understands how these organizations evaluate, onboard, and manage vendors, from category pitch to purchase order to reorder. The scope of this role is entirely the US retail market; it does not cover any India domestic sales. You'll own the retail channel end-to-end, working closely with the brand's founders, supply chain, and finance teams to make sure whatever you sell in, we can reliably deliver, and that every deal actually makes money.
Key Responsibilities
• Identify, prioritize, and pursue new retail distribution opportunities with major US big-box and specialty retailers (Target, Costco, Kroger, Sam's Club, Walgreens, CVS, Petco, PetSmart, and similar).
• Build and manage direct relationships with retail buyers, category managers, and merchandising teams.
• Lead category pitch decks, line reviews, and new-item presentations tailored to each retailer's format and process.
• Own end-to-end vendor onboarding: EDI setup, vendor portals (e.g., Retail Link, Partners Online), routing guides, compliance requirements, and chargeback prevention.
• Negotiate trade terms, including slotting fees, co-op advertising, promotional calendars, and margin structures, in line with the brand's overall channel P&L targets.
• Independently evaluate the full margin and cost structure of each prospective deal (trade spend, slotting, chargebacks, fulfillment costs) to confirm there is real money to be made before committing to a retailer.
• Partner with the brand's operations and supply chain team (including third-party logistics and freight partners) to validate fulfillment capacity, lead times, and retail-ready packaging/case-pack requirements before committing to any retailer.
• Track sell-through data, inventory turns, and in-store performance; use this to defend shelf space and drive reorders.
• Build and own the retail channel P&L, including trade spend ROI.
• Provide regular, structured reporting on pipeline, deal status, and retail revenue against target.
Required Qualifications & Experience
• 3+ years in CPG/consumer brand sales or key account management, with direct, hands-on experience managing or selling into major US big-box retailers (Target, Walmart, Costco, Kroger, Sam's Club, CVS, Walgreens, or similar).
• Has personally taken at least one retail account from first pitch through to a live, reordering shelf-space relationship: owned the complete sales cycle start to finish, not just parts of it.
• Strong understanding of the business and margin structure required to negotiate with big-box retailers, with the ability to independently assess whether a prospective account is actually profitable before pursuing it.
• A first-principles approach to problem solving is mandatory: comfortable breaking a deal or a problem down to fundamentals rather than defaulting to "how it's normally done."
• Working knowledge of US retail vendor operations: EDI, vendor portals, routing guides, chargebacks, and compliance scorecards.
• Experience negotiating trade terms, slotting fees, and promotional plans.
• Based in India, with the flexibility to work US business hours (Eastern/Central/Pacific) as and when needed, for buyer calls, meetings, and time-sensitive deals.
• Excellent written and verbal English communication skills suited for buyer-facing conversations.
• Bachelor's degree required.
Preferred Qualifications
• Experience specifically in pet, health & wellness, supplements, or adjacent CPG categories.
• Prior in-market US experience, e.g., worked at a US-based CPG company or retailer before relocating to or being based in India.
• MBA or equivalent.
Where We Expect to Find This Person
This role asks for an unusual combination: based in Hyderabad, but with real US big-box retail experience. Strong candidates are likely to come from one of these backgrounds:
• Relocated to India after working in US retail/CPG sales roles.
• Currently in an India-based Global Capability Center (GCC) or shared-services team of a global CPG company that manages US retail accounts remotely.
• At a retail broker, agency, or consulting firm that services US big-box accounts from an offshore team.
• In a supply chain/vendor-compliance role supporting US retail accounts, with direct buyer-facing exposure.
Key Competencies
• Commercially sharp: understands trade economics and protects margin.
• Relationship builder: earns trust with retail buyers and internally with founders and operations.
• Operationally rigorous: won't oversell what the supply chain can't deliver.
• Self-starter: comfortable building a channel from scratch with minimal existing playbook.
• Clear communicator: equally comfortable presenting to buyers and reporting to founders.
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