Company Profile:

FMCG - Beverages - CSD

Position:

Country Head - Sales & Commercial

Location:

Overseas

Reports To:

Managing Director / CEO

Key Requirements:

- Lead the country's sales and commercial strategy to drive sustainable revenue, profitability, volume, and market-share growth across sparkling and still beverage categories.

- Develop and execute Route-to-Market (RTM) strategies across channels, geographies, and customer segments to improve coverage, productivity, and cost-to-serve.

- Drive Revenue Growth Management (RGM) through pricing, product mix, premiumization, promotions, assortment, and trade-investment optimization.

- Lead strategic relationships with Modern Trade, General Trade, HORECA, Convenience, and E-commerce customers, including negotiations, listings, promotions, terms, and Joint Business Plans.

- Build, develop, and optimize a strong distributor and wholesaler network, ensuring effective infrastructure, coverage, availability, visibility, and execution standards.

- Establish commercial excellence frameworks, KPIs, dashboards, and performance routines to strengthen sales effectiveness and governance.

- Lead and develop a large, multi-layered sales and commercial team, including DSMs, KAMs, field execution, RTM, and trade marketing teams.

- Partner with Marketing, Supply Chain, Finance, and Operations to align demand planning, product launches, trade activities, and service levels.

- Monitor market trends, competitor activities, consumer insights, and channel developments to identify growth and market-share opportunities.

- Own the annual business plan, scenario planning, resource allocation, and commercial priorities for the country.

- Present business performance, risks, opportunities, and strategic recommendations to the MD/CEO and regional stakeholders.

Desired Candidate:

- 15+ years of experience in FMCG/Beverages sales and commercial leadership, with strong exposure to CSD - sparkling and still categories.

- Proven experience in RTM, distributor management, key accounts, trade marketing, and Revenue Growth Management (RGM).

- Demonstrated track record of delivering strong revenue growth, profitability, and market-share improvement in multi-channel markets.

- MBA or advanced degree preferred.

- Strong strategic thinking, commercial acumen, negotiation, analytics, and stakeholder management skills.

- Proven ability to lead and develop large, multi-layered sales and commercial teams.

- Strong execution discipline, operational excellence, change leadership, and cross-functional collaboration.

Contact:

Rina Arun / Neha Sharma, 9898874338