Associate Vice President (Sales - Consumer Durables / Electrical / Appliances)

Drives nationwide revenue growth, expands market share, and manages distribution channels. Develop strategic sales plans, set KPIs, manage P&L, and lead regional sales teams to achieve targets.

Key Responsibilities:

Strategic Planning:

- Develop and implement national sales strategies, annual operating plans, and sales forecasts to drive topline growth and market share.

Sales Strategy & Business Growth:

- Develop and execute the national sales strategy for the category aligned with overall business objectives.

- Drive topline growth, market share expansion, and profitability across all regions.

- Prepare annual operating plans, sales forecasts, and revenue targets.

- Identify growth opportunities across geographies, channels, and product segments.

Channel & Distribution Management:

- Strengthen and expand distribution networks (General Trade, Modern Trade) and improve dealer/distributor engagement, loyalty, and productivity.

- Strengthen and expand distribution across General Trade channels.

- Enhance channel productivity, coverage, and secondary sales performance.

- Drive dealer, distributor, and retailer engagement programs to improve channel loyalty and throughput.

Team Leadership & Capability Building:

- Lead, mentor, and train regional sales managers and sales teams, ensuring high performance through clear KPIs and structured reviews.

- Lead and mentor Regional Sales Managers and State Heads across India.

- Drive performance management through clear KPIs, structured reviews, and coaching.

- Build a high-performance, customer-centric sales organization.

Market Analysis & Competitive Intelligence:

- Analyze industry trends, competitor activities, and consumer behavior to identify new business opportunities.

- Monitor industry trends, competitor strategies, and pricing dynamics.

- Provide actionable insights to product, marketing, and leadership teams to strengthen category competitiveness.

- Support product launches, GTM strategy, and demand generation initiatives.

Sales Operations & P&L:

- Manage the profit and loss (P&L) for the business, monitor sales data to improve performance, and manage budgets.

Cross-Functional Collaboration:

- Work closely with Marketing, Supply Chain, Finance, and Product teams to ensure seamless execution.

- Ensure alignment between demand planning, inventory management, and sales execution.

- Support new product launches and promotional initiatives.

Key Deliverables / KPIs:

- National sales revenue and growth targets.

- Market share growth in the category.

- Distribution expansion and coverage improvement.

- Channel productivity and secondary sales growth.

- Team performance and capability development.

Qualification And Experience:

1. MBA with Experience of 15-22 years of proven sales management experience within the consumer durables / electrical / appliances industry and last 5 years in national or regional leadership roles of handling two Regions is a must.

2. Deep understanding of the Indian distribution ecosystem.

3. Strategic thinking with strong execution capability.

4. Excellent stakeholder management skills.

5. Strong commercial acumen and business orientation.

6. Leadership and team development capability.

7. Strong capability to lead large, geographically dispersed teams.

8. Ability to analyze market trends and sales data to guide strategy.

9. Revenue targets (Topline growth)

10. Market share expansion

11. Channel productivity & Distribution expansion

12. Profitability (P&L Management)

13. Collection management

14. Leadership Competencies.

A. Strategic Leadership.

B. Execution Excellence.

C. Customer Centricity.

D. Commercial Acumen.

E. Team Building and Coaching.

F. Influencing and Stakeholder Management.