Head of Retail Channel Management

:"Overview

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For McGraw-Hill Education, learning science is our approach to improving educational outcomes. Grounded in deep insights into how learning happens, it guides us to deliver tools, platforms, and services proven to power performance and achievement. We harness technology and data insights both inside and outside the classroom to ignite the spark between teaching and learning.

Today, our learning science approach informs us of everything we do, supported by:

• an open ecosystem to foster a seamless learning experience
• robust and proven content to support individual learning goals
• adaptive technology for personalized learning
• data and insights to drive decisions

What is this role about:

The Head of Retail Channel Management will be responsible for driving strategic direction, execution excellence, and revenue growth through Indias retail channel. This leader will oversee a team of Account Managers and own the transition from a traditional supply-led approach to a modern, demand-led model across retail accounts. The role requires deep retail expertise, strong commercial acumen, and a proven ability to lead high-performing teams in a dynamic environment. Success will be measured through sales growth, improved product sell-through, stronger retail relationships, and execution of key retail activation programs and schemes.

Attributes:

• Customer-Centric & Commercially Driven

You have a strong understanding of your retail partners, their challenges, their opportunities, and what drives their business. You create demand-led strategies that generate value for both the customer and the company, ensuring genuine products are always visible and available at the point of sale.

• Strategic Leadership & Vision

You think long-term while acting decisively in the short term. You translate market intelligence and sales data into clear strategies that scale across geographies. You re a champion of innovation and continuous improvement in retail execution.

• Data-Led Execution & Performance Management

You rely on data to guide your decisions. Sell-through trends, field insights, and performance metrics help you drive results and adjust plans as needed. You set clear KPIs and hold yourself and your team accountable for delivering strong outcomes.

• Agility in a Dynamic Retail Landscape

You re adaptable and proactive in a constantly evolving market. Whether it s responding to changes in consumer behavior, navigating competitive pressure, or leading transformation, you stay ahead of the curve and guide your team through change with confidence.

• Ownership & Execution Excellence

You take full ownership of your deliverables and outcomes. You move with urgency, prioritize what matters most, and execute with precision. You lead by example and instill a culture of accountability, focus, and high performance within your team.

What you will be doing:

1. Retail Channel Strategy & Leadership

• Define and execute the Pan India retail channel strategy aligned with business goals and category priorities.
• Lead and mentor a team of Account Managers across regions, ensuring high engagement, performance, and development.
• Strengthen the company s position at retail by ensuring consistent availability, visibility, and preference for genuine products.
• Collaborate with marketing, editorial, and distribution teams to align retail efforts with new releases and promotional campaigns.
• Track and report sell-in and sell-through performance; proactively identify gaps and take corrective actions.

2. Sales Growth & Performance Management

• Own national sales targets (volume & value) across all retail channels and key accounts.
• Develop scalable, data-driven account strategies to drive sell-in and sell-through.
• Oversee regional execution of promotions, loyalty initiatives, and partner activations to maximize ROI.
• Analyze sell-through data and market trends to drive inventory planning and product placement.

3. Demand-Led Sales Transformation

• Champion the shift from supply-push to demand-led retail engagement using market data and sell-through analytics.
• Institutionalize retail planning processes that integrate customer insights, inventory trends, and real-time POS data.
• Work closely with key teams to improve product selection, display and in-store signage to maximize product visibility and promotions in retail stores.

• Oversee national rollout and optimization of the retailer activation and incentive programs to ensure these programs drive loyalty, performance, and ROI and creates retail demand for McGraw Hill products.
• Organize and execute in-store events, author visits, and book launches to elevate brand experience and drive foot traffic.
• Ensure training, compliance, and communication to frontline staff and partners on program mechanics and benefits.

4. Cross-Functional & Partner Collaboration

• Align closely with Supply Chain, Customer Service, Demand Generation, Product, and finance teams to ensure smooth execution across touchpoints.
• Serve as the voice of retail partners to internal teams to shape future offerings, product planning, and go-to-market strategies.
• Establish feedback loops to capture market insights, competition moves, and channel risks such as counterfeit threats.

What you need to be considered:

• At least 10 12 years of meaningful experience in building and managing retail channels and driving retail sales, with at least 3-5 years experience in a sales leadership role at national/ regional/ zonal level managing a team of account managers.
• Proven track record in channel management and/or trade marketing with history of successfully creating demand at retail and driving demand-led growth, preferably in FMCG, consumer goods, or publishing sectors.
• Demonstrated success in leading sales transformation initiatives and improving sell-through.
• Strong commercial acumen, with an understanding of channel behavior, sales metrics, retail promotion and merchandising strategies.
• Solid understanding of retail channel dynamics and experience with loyalty/incentive schemes.
• Good analytical and problem-solving skills.
• Good team-handling, stakeholder management and communication skills.
• The ideal person for this role is a graduate in any discipline from a reputed academic institution in India/ globally. An MBA or other relevant higher qualifications will be added advantage.

Why work for us

At McGraw Hill, you will be empowered to make a real impact on a global scale. Every day your individual efforts contribute to the lives of millions. There has never been a better time to join McGraw Hill. In our culture of curiosity and innovation, you will be able to own your growth and develop as we do.

The work you do at McGraw Hill will be work those matters. We are collectively designing content that will build the future of education. Play your part and experience a sense of fulfilment that will inspire you to even greater heights.

If you are curious, open to new ideas and ready to make a difference, we want to talk to you.

We have a collective passion for the work we do and a curiosity to find new solutions. If you share our determination, together we will drive learning forward.

Here s what we offer:

At McGraw Hill, you will be empowered to make a real impact on a global scale. Every day your individual efforts can contribute to the lives of millions.

McGraw Hill recruiters always use a @mheducation.com email address and/or from our Applicant Tracking System, iCIMS. Any variation of this email domain should be considered suspicious. Additionally, McGraw Hill recruiters and authorized representatives will never request sensitive information in email.

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