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
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