Description:
- As Head of Sales, you will take ownership of driving sales and expanding distribution across rural and semi-urban markets in Gujarat.
- Youll manage a portfolio of leading brands.
- You will be a key driver of business growth, field execution, and channel development, while also laying the foundation for our pharma distribution vertical.
- This role requires a self-motivated, market-oriented leader who is both hands-on and strategic.
- Youll work closely with the CEO, Head of Marketing, and Tech Lead.
- This is a high-impact role for someone who loves strategy, thrives on targets, mentors teams, and is ready to roll up their sleeves.
- Initially a state-specific role, it is designed to scale into a multi-state and pan-India leadership opportunity.
Key Responsibilities:
- Own and deliver monthly and quarterly revenue targets across covered districts.
- Build, lead, and coach a high-performing field sales team.
- Expand distribution coverage into unserved and underserved territories.
- Leverage Nielsen/market data to identify growth opportunities.
- Conduct competitive benchmarking to develop best-in-class distribution practices.
- Take quick, proactive action to protect market share and boost visibility.
- Strengthen presence in modern trade, e-commerce, and institutional channels.
- Develop anchor customer relationships with wholesalers, hospitals and other B2B customers.
- Optimize beat planning, route efficiency, and lead conversion.
- Coordinate with operations to align demand forecasting and avoid sales loss.
- Drive low-inventory, high-velocity models to reduce working capital needs.
- Champion process-driven execution in all sales operations.
- Develop customer systems to increase advance or cash sales.
- Provide actionable insights through data dashboards and reports.
- Collaborate across tech, ops, and finance to evolve from physical to digital sales.
- This role requires extensive field travel.
Required Qualifications, Capabilities, and Skills:
- 5+ years in FMCG or pharma B2B sales; 4+ years in an ASM or equivalent leadership role.
- Hands-on experience in rural/semi-urban markets, preferably in Gujarat.
- Proven ability to scale sales networks from scratch.
- Expertise in sales analytics, market data interpretation, and benchmarking.
- Track record of success in modern trade, institutional sales, and e-commerce.
- Proficiency in Excel/Sheets, CRM tools, and dashboarding.
- Strong interpersonal, mentoring, and communication skills.
- Fluency in English and Hindi/Gujarati.
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