Role: Vice President - Train Sales Operations
Industry Type: Travel & Tourism
Department: Sales & Business Development
Employment Type: Full Time, Permanent
Role Category: Retail & B2C Sales
PG: Any Postgraduate
JOB DESCRIPTION
We are seeking a dynamic, strategic, and deeply experienced VP - Train Sales & Catering Operations to spearhead our Catering and FMCG sales business across the Indian Railways network. The incumbent will own the full commercial and operational agenda for train-based catering driving revenue growth, managing institutional and IRCTC-linked sales channels, overseeing end-to-end catering operations (base kitchens, pantry cars, and platform kiosks), forging strategic FMCG distribution partnerships, ensuring rigorous cash recovery and receivables discipline, and building a high-performance national sales and operations organisation. This is a senior leadership role requiring a commanding understanding of the Railways ecosystem, FMCG route-to-market, food production operations, and complex B2G/B2B sales environments.
KEY RESPONSIBILITIES
A. Sales Strategy & Revenue Growth
Develop and drive a comprehensive sales strategy for train catering and FMCG distribution across all Zonal Railways, IRCTC-operated trains, Vande Bharat, Rajdhani, Shatabdi, and other premium train categories.
Set and own Pan-India annual revenue targets; create territory-wise, train-wise, and channel-wise revenue plans with quarterly milestones.
Identify and convert white-space opportunities new routes, new train categories, captive station retail, and institutional FMCG supply chains within Railway premises.
Build B2G and institutional sales pipelines with IRCTC, Railway Catering Services, NF Railway, and platform retail concessionaires.
Design and execute FMCG category growth strategies covering packaged food, beverages, snacks, and consumer goods sold through pantry cars, e-catering, and railway platform kiosks.
Lead identification and negotiation of large-scale FMCG brand partnerships, licensing arrangements, and co-branding initiatives for train-based retail.
B. Team Leadership & Capability Building
Build, lead, and develop a multi-tiered national sales and operations force - Zonal Sales Heads, Regional Sales Managers, Catering Operations Managers, Key Account Managers, and field executives across all Railway Zones.
Set individual and team KPIs; conduct structured performance reviews, coaching sessions, and succession planning for both sales and operations hierarchies.
Design and deploy training programmes covering Railway domain knowledge, FMCG selling skills, food safety, FSSAI compliance, and CRM tools.
Foster a performance-driven culture rooted in accountability, customer centricity, and ethical selling and operational practices.
C. Catering Operations Management
Oversee the end-to-end catering operations across the entire train network including base kitchens, pantry cars, static catering units at railway stations, and e-catering fulfilment centres.
Ensure all base kitchens and food production units operate in full compliance with FSSAI regulations, IRCTC quality standards, ISO 22000/Kayakalp norms, and internal SOPs governing hygiene, food safety, and traceability.
Drive menu planning, standardisation, and periodic menu revision in coordination with the culinary and quality teams balancing passenger preferences, nutritional adequacy, cost efficiency, and regional cuisine representation.
Manage production scheduling, raw material procurement planning, and kitchen throughput to ensure on-time meal dispatch for all assigned trains; minimise wastage, spoilage, and non-conformance.
Oversee pantry car operations & staffing, equipment maintenance, onboard service standards, inventory control, cash-handling discipline, and passenger complaint resolution at train level.
Implement and monitor operational KPIs, meals produced per shift, food cost percentage, on-time delivery rate, passenger satisfaction scores, and hygiene audit ratings across all kitchens and pantry units.
Coordinate with the IRCTC regional offices, Railway catering inspectors, and internal quality teams for regular inspections, surprise audits, and corrective action implementation within prescribed timelines.
Manage catering staff deployment, shift planning, and workforce productivity in consultation with HR ensuring adequate manning levels during peak travel seasons, festive periods, and special train operations.
Lead infrastructure upgrades, kitchen equipment procurement, and maintenance scheduling for all catering facilities in coordination with the engineering and procurement teams.
Drive implementation of technology in catering operations digital order management, real-time inventory tracking, e-catering order fulfilment, and POS systems onboard trains.
Develop and monitor catering cost budgets; identify and execute cost reduction initiatives without compromising service quality or compliance standards.
Liaise with supply chain teams to ensure continuous, uninterrupted availability of raw materials, packaging, and consumables at all base kitchen locations.
D. IRCTC & Railway Account Management
Serve as the senior commercial relationship owner with IRCTC HQ, Zonal Railway Commercial Departments, and DRM offices for all sales, catering contract, and operational matters.
Lead negotiations for catering contract renewals, revenue-share models, licensing fee structures, and service-level agreements with IRCTC and Railway authorities.
Oversee the full tender lifecycle from bid strategy, proposal development, and commercial pricing to contract execution and performance delivery.
Manage escalations, service recovery, and senior-level stakeholder engagement during audits, policy changes, or regulatory reviews.
E. FMCG Sales Operations & Distribution
Drive end-to-end FMCG sales operations for train-based retail encompassing product planning, SKU rationalisation, pricing, and distribution logistics in coordination with supply chain teams.
Establish and manage FMCG brand partner relationships (national and regional brands) for exclusive or preferred listing across the train catering network.
Develop channel strategies for e-catering platforms (IRCTC Rail Connect app), pantry car sales, and static kiosk formats at major stations.
Oversee secondary sales tracking, sell-through analysis, and replenishment cycles across all train-based FMCG touchpoints.
Monitor spoilage, shrinkage, and returns; implement controls to optimise gross margins across FMCG categories.
F. Cash Recovery & Receivables Management
Own the full cash recovery cycle across all sales and catering channels train catering revenue, FMCG distributor receivables, platform kiosk collections, and institutional account settlements.
Establish and enforce a robust credit policy framework governing credit limits, payment terms, and overdue escalation protocols for all trade and institutional accounts.
Drive daily, weekly, and monthly DSO (Days Sales Outstanding) monitoring; set zone-wise and account-wise collection targets for the field sales force.
Lead recovery of all outstanding dues from IRCTC, Railway concessionaires, FMCG sub-distributors, and caterers including aged debt, disputed invoices, and defaulting accounts.
Implement systematic follow-up mechanisms structured calling cadence, field visit schedules, legal escalation triggers, and escalation matrices for long-overdue receivables.
Coordinate with Finance and Legal teams for initiation of recovery proceedings, demand notices, or account suspension for chronic defaulters.
Track and report bad debt provisions, write-off requests, and recovery progress to COO/MD and Finance leadership on a monthly basis.
Embed cash collection accountability into field sales incentive structures ensuring recovery performance is a weighted metric in team appraisals.
G. Collaboration & Cross-Functional Alignment
Partner with Operations, Catering Quality, Supply Chain, and Finance teams to ensure seamless commercial execution and P&L accountability.
Work with the Marketing team to develop train-specific consumer promotions, loyalty programmes, and in-train branding activations.
Collaborate with the Liaison and Legal teams on IRCTC compliance, contract obligations, and Railway regulatory requirements.
Drive alignment of sales targets with operational capacity, kitchen throughput, and logistical constraints on rolling stock.
Communicate sales roadmaps, performance scorecards, and market intelligence to COO/MD and Board-level stakeholders.
H. Sales Operations, Budgeting & Analytics
Own the annual sales and operations budget; develop bottom-up forecasts by zone, train category, and product channel with monthly reforecast discipline.
Implement and govern CRM systems, sales dashboards, and real-time reporting tools for field team tracking and management review.
Analyse revenue trends, basket value, passenger conversion rates, and FMCG sell-through data to identify performance gaps and opportunities.
Ensure compliance with pricing policies, promotional approvals, credit terms, and collection processes across all accounts.
Drive sales process standardisation, SOP adherence, and audit-readiness across all regional teams.
I. Market Intelligence & Competitive Strategy
Maintain a continuous pulse on IRCTC policy changes, Railway catering circulars, and competitor positioning across the catering and FMCG landscape.
Commission and interpret market research, consumer behaviour data, and passenger satisfaction surveys to refine product and commercial strategy.
Identify emerging segments premium catering, health foods, regional cuisine, branded QSR tie-ups and build go-to-market plans for rapid commercialisation.
J. Revenue Management & P&L Ownership
Hold full P&L accountability for the Train Sales & Catering Operations vertical catering revenue, FMCG sales income, licensing revenue, and ancillary commercial streams.
Develop dynamic pricing models for peak vs. non-peak travel periods, train categories, and route demand elasticity.
Design, approve, and review sales incentive schemes, promotional offers, and volume-linked discounting frameworks.
Drive EBITDA improvement through revenue uplift, cost-of-sales management, catering cost optimisation, and reduction of bad debt and outstanding receivables.
KEY PERFORMANCE INDICATORS (KPIS)
Achievement of Pan-India revenue targets by zone, channel, and train category
FMCG sell-through rate and category growth across pantry car and kiosk channels
DSO (Days Sales Outstanding) maintained within approved thresholds
Cash collection efficiency % of billed revenue recovered within credit period
Aged debt reduction quarterly reduction in overdue receivables beyond 90 days
Catering operations KPIs food cost %, on-time meal delivery rate, hygiene audit score
IRCTC / Railway audit compliance score and penalty-free operations
Passenger satisfaction score for onboard catering (IRCTC / internal surveys)
Tender / bid conversion rate for IRCTC and Railway catering contracts
Sales team attrition and capability development index
SKILLS AND ABILITIES
Sales Leadership & Team Building
IRCTC & Railway Domain Expertise
FMCG Sales & Distribution Acumen
Catering Operations & Food Safety
Cash Recovery & Receivables Control
P&L & Financial Management, Negotiation & Stakeholder Management
Tender & Contract Management
Kitchen & Supply Chain Coordination
CRM & Sales Analytics Platforms
Crisis Management & Problem-Solving
Coaching, Mentoring & Succession Planning
EDUCATION, EXPERIENCE & QUALIFICATIONS
QualificationMBA / PGDM from a premier institution (Sales, Marketing, or Operations preferred). Graduate degree in Business, Food Technology, Hotel Management, or a related discipline is an added advantage.
Experience18 - 24 years of progressive sales and commercial leadership, with a minimum of 8 years at GM / AVP / VP level. Mandatory exposure to one or more of: IRCTC / Railway Catering Operations, FMCG Sales & Distribution (Food / Beverages / Packaged Goods), Institutional / Captive Channel Sales, or Organised Food Service / QSR Operations. Proven track record of managing Pan-India sales and operations teams of 50+ and owning large revenue P&Ls.
Technical SkillsAdvanced proficiency in Microsoft Office (Excel, PowerPoint, Word); hands-on experience with CRM tools (Salesforce / Zoho / SAP CRM or equivalent); familiarity with GeM portal, IREPS, and Government e-procurement systems. Knowledge of kitchen ERP / POS / inventory management systems is an added advantage.
LanguagesEnglish and Hindi (mandatory). Regional language skills are an advantage for field operations management.