Job Description

Position Title: Business Unit Lead (BUL) - East (West Bengal, Bihar, Odisha)
Location: Kolkata (West Bengal)
Reporting To: National Sales Head - Domestic Retail Brand Business
Role Purpose
The East Business Unit Lead will be responsible for driving overall P&L ownership of the East division (WB, Odisha, Bihar) with a strong focus on revenue growth, profitability, market expansion, and operational excellence. The role involves leading sales, marketing, business development, and techno-commercial operations while building high-performing teams and executing sustainable growth strategies aligned with organizational objectives.
Key Responsibilities
Business & P&L Management

• Own and deliver top-line and bottom-line targets for the East Business Unit.

• Prepare and manage annual budgets, forecasts, and expense controls to optimize profitability.

• Monitor key financial metrics and ensure ROI-driven decision-making across all initiatives.

Sales & Market Development

• Develop and execute Go-To-Market (GTM) strategies for West Bengal and the East region.

• Identify new business opportunities, crop segments, and product-market fit through market intelligence.

• Drive customer acquisition, distributor expansion, and dealer network development.

• Lead negotiations for strategic B2B partnerships, contracts, and alliances.

Marketing & Brand Strategy

• Conceptualize and implement brand positioning, communication, and demand generation strategies.

• Plan and execute ATL, BTL, and digital marketing campaigns with measurable outcomes.

• Improve marketing effectiveness through data-driven tracking of cost per lead, lead quality, and conversion ratios.

Operational & Strategic Planning

• Formulate and execute operational strategies (CY) and mid-term tactical plans (CY + 3).

• Forecast business requirements in alignment with changing market dynamics.

• Ensure seamless coordination with supply chain and product team in order to maximize the liquidation of the inventory

People Leadership & Capability Building

• Build, coach, and lead cross-functional teams across sales, marketing, and operations.

• Drive a performance-oriented culture through clear KPIs, regular reviews, and capability development.

• Act as a mentor and enable leadership pipeline development within the region.

Digital & Process Excellence

• Lead initiatives for digitization of distribution, sales processes, and data analytics.

• Strengthen business intelligence capabilities to enable predictive and insight-led growth decisions.

Key Deliverables

• Consistent achievement of revenue, market share, and profitability targets.

• Strengthened distribution footprint (Distributors, Dealers, Key Accounts).

• Successful product launches and portfolio growth across crops and categories.

• Improved ROI on marketing investments and optimized operational processes.

• Development of a strong, engaged, and scalable team structure.

• Maintain the sustainable ADCP and inventory level with due alignment of the management

Key Competencies:
Functional Competencies

• P&L Management & Budgeting

• Strategic Planning & Execution

• Sales & Marketing Leadership

• Business Development & Market Expansion

• Techno-Commercial Acumen

• Data Analysis & Business Intelligence

Leadership & Behavioural Competencies

• Enterprise Leadership

• Out-of-the-box Thinking & Innovation

• Strong Negotiation & Stakeholder Management

• Coaching & Team Development

• Customer & Market Orientation

Qualification & Experience

• B.Sc. Ag or M.Sc. Ag / MBA ABM from a reputed institute (preferred)

• Min. 15 years of experience in Agribusiness with progressive leadership roles

• Proven track record in leadership, market development, and P&L ownership

• Experience working with large geographies such as West Bengal / East India is essential

Skills Required