Head of Go To Market/GBS/Retail & CPG

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 clientsfocusing 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 TCSs 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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