Head of Go To Market/GBS/Retail & CPG

Job description

Head of Go To Market/GBS/Retail & CPG (BPS / Shared Services / GBS.AI Transformation) Purpose of the Role Drive new business creation and large deal sales for AI-led, end-to-end GBS / Shared Services transformation programs across Retail and CPG clients—focusing on omnichannel excellence, demand agility, and cost-to-serve optimization.

Key Responsibilities

Business Development & Pipeline Creation

• Act as a market maker, originating demand and building a pipeline of large transformation deals
• Develop and execute industry-specific sales strategies across: Omnichannel retail Direct-to-consumer (DTC) models Consumer packaged goods value chains

CXO Engagement & Relationship Building

• Build and maintain deep relationships with senior stakeholders, including: CFO, COO, CHRO, CCO Head of GBS / Shared Services Chief Supply Chain Officer (CSCO) Chief Merchandising Officer / Chief Commercial Officer Chief Procurement Officer (CPO) Position TCS as a trusted advisor for consumer-centric transformation

Consultative & Value-Based Selling

• Sell integrated GBS / Shared Services, multi-tower transformation, including: Finance Transformation Demand planning & inventory optimization Procurement & supplier collaboration Customer experience & contact center operations
• Order management & fulfillment Workforce / HRO Transformation
• Apply a consultative approach to: Diagnose demand-supply mismatches and margin leakages Shape omnichannel and fulfillment transformation strategies Align solutions to revenue growth, margin expansion, and CX outcomes

End-to-End Deal Leadership

• Own the full sales cycle: Opportunity creation Qualification and shaping Proposal development Contract negotiation and closure
• Lead large, complex, multi-year deal pursuits

Cross-Functional Orchestration

• Collaborate across: Domain experts (Finance, Supply Chain, CX, HRO) AI / Cognitive Ops teams Delivery and solutioning teams Bring together integrated TCS capabilities into a single client narrative

Industry & Market Leadership

• Act as a thought leader in retail and consumer value chain transformation
• Stay current on: Omnichannel trends Demand volatility and inventory challenges AI in personalization, pricing, and supply chain Represent TCS in client forums, industry events, and advisory engagements What Success Looks Like Wins large, multi-tower transformation deals across Retail and CPG clients
• Builds a sustainable, high-quality pipeline aligned to revenue targets
• Establishes trusted advisor relationships at CXO level
• Drives measurable outcomes: Cost-to-serve reduction Inventory optimization & working capital improvement Revenue growth via CX and fulfillment excellence Improved forecast accuracy and demand responsiveness

Must-Have Experience

• 15+ years in Retail / CPG sales across consulting, outsourcing, or transformation services
• Proven success in: Hunting and closing large deals (> $20M TCV) Managing complex, multi-stakeholder sales cycles Deep understanding of: Demand planning and merchandising Omnichannel fulfillment & order-to-cash Supplier ecosystems in consumer industries
• Strong relationships with CXO and GBS leadership What
• Sets You Apart
• Ability to sell end-to-end consumer value chain transformation Strong CXO storytelling across COO, CFO, CHRO, and CSCO agendas
• Ability to connect AI-led transformation to revenue and margin impact
• Strong commercial acumen and deal structuring capability Why This Role @ TCS Lead AI-led transformation of consumer value chains
• Own and shape large-scale omnichannel and supply chain transformation deals Leverage TCS’s scale, platforms, and engineering depth (IT + AI + Ops + Platforms) Be part of a new CXO-led sales model for autonomous GBS Salary Range is $200,000-$500,000 a year #LI-NK1 </div