Chief Business Officer

Happilo is looking for an exceptional Chief Business Officer (CBO) to architect and

scale a category-defining, omni-channel FMCG growth engine.

The CBO will own the complete revenue and business P&L, driving aggressive growth

across General Trade, Modern Trade, E-commerce, Quick Commerce, HoReCa, and

Alternate Channels, while building a future-ready, data-led, high-performance

commercial organization.

This is a mission-critical leadership role requiring a blend of strategy, execution,

scale, and entrepreneurial agility.

What you'll own

Core Outcomes (What This Role Must Deliver)

• 3-5x revenue scale-up over 3-5 years
• Category leadership in healthy snacking across channels
• Dominant presence in Quick Commerce & E-commerce ecosystems
• Best-in-class distribution depth & efficiency in GT/MT
• Sustainable margin expansion and channel profitability
• Build a world-class commercial organization

Key Responsibilities

End-to-End P&L Ownership

• Own full business P&L: Revenue, Gross Margin, Net Contribution
• Drive profitable growth, not just topline expansion
• Build robust forecasting, demand planning, and revenue predictability

Omnichannel Growth Leadership

Design and execute channel-specific strategies with clear success metrics

General Trade (GT)

• Expand numeric & weighted distribution across India
• Build high-performance distributor ecosystem with healthy ROI
• Drive market development in Tier 2/3/rural markets
• Ensure execution excellence at outlet level

Modern Trade (MT)

• Lead national & regional key account partnerships
• Drive category leadership, shelf dominance & assortment optimization
• Own joint business plans (JBPs) and trade investments ROI

E-commerce (Marketplace + D2C)

• Scale Amazon, Flipkart, BigBasket, and other platforms
• Own D2C strategy including retention, subscription, and CRM
• Drive conversion, traffic, and digital shelf share leadership

Quick Commerce (Q-Commerce)

• Build dominant presence across Blinkit, Zepto, Instamart, BB Now
• Optimize SKU mix, fill rates, and hyperlocal inventory strategy
• Drive velocity, discoverability, and platform partnerships

HoReCa & Institutional Business

• Build strong B2B & bulk consumption ecosystem
• Create specialized SKUs for hotels, cafes, restaurants
• Scale long-term institutional partnerships

Alternate Channels

• Corporate gifting, airlines, exports, and emerging formats
• Identify and unlock new consumption occasions and channels

Go-To-Market (GTM) Excellence

• Build future-ready GTM strategy across channels
• Ensure flawless execution of launches, promotions, and activations
• Create structured pricing, trade spend, and promotion frameworks

Strategic Growth & Expansion

• Identify new categories, adjacencies, and market opportunities
• Drive premiumization and innovation
• Evaluate international expansion opportunities

Commercial & Strategic Partnerships

• Own relationships with top retail chains, platforms, and distributors
• Lead high-stakes negotiations and long-term agreements
• Build scalable partnership models

Organization Building & Leadership

• Build and lead a national, multi-layered sales & business team
• Strengthen leadership bench and succession pipeline
• Drive a culture of ownership, performance, and accountability

Data, Tech & Digital Transformation

• Implement data-driven decision architecture
• Drive adoption of sales automation, CRM, and analytics platforms
• Build strong MIS, dashboards, and insights engine

Cross-Functional Influence

• Partner closely with Marketing (brand & demand generation)
• Align with Supply Chain (availability & efficiency)
• Work with Finance (profitability & working capital)
• Influence Product & Innovation roadmap

Key Success Metrics (KPIs)

• Revenue growth (overall + channel-wise)
• Gross margin & contribution improvement
• Market share & category leadership
• Distribution metrics (numeric & weighted)
• E-commerce conversion, ROAS & share of search
• Q-commerce availability, fill rate & velocity
• Trade ROI & working capital efficiency
• Team productivity & cost of sales

What we're looking for

Experience

• 15-20+ years in FMCG / Consumer / Food & Beverage
• Proven track record of scaling multi-channel businesses
• Experience managing 1000 Cr+ revenue or hyper-growth scale-ups
• Deep expertise across GT + MT + E-commerce + Q-commerce

Education

• MBA from Tier 1 Institute preferred
• Strong grounding in business strategy and commercial operations

Leadership Traits

• Growth Mindset + Execution Intensity
• Strategic thinker with operator DNA
• Strong commercial and financial acumen
• Exceptional stakeholder and negotiation skills
• High ownership, resilience, and speed

What Makes This Role Exciting

• Opportunity to build India's leading healthy snacking powerhouse
• Shape a future-first omni-channel revenue model
• Direct impact on business scale, valuation, and market leadership
• Work in a high-growth, entrepreneurial environment

First 6-12 Months Success Expectations

• Stabilize and accelerate channel-wise revenue growth
• Build clear channel playbooks and GTM frameworks
• Strengthen Q-commerce and E-commerce dominance
• Improve distribution efficiency and coverage in GT
• Install data systems, KPIs, and performance cadence
• Build a strong leadership team under you