Job Description: Head - Retail Sales

Location: Mumbai

Industry: Consumer Goods / FMCG / D2C / Consumer Products

About the Role:

We are looking for an experienced Head Retail Sales to lead and scale our retail business across India. The role will be responsible for driving sales growth, expanding retail distribution, managing key retail partnerships, and leading a high-performing sales team. The ideal candidate will have strong experience in the consumer industry with expertise in modern trade, general trade, exclusive brand outlets (if applicable), and retail operations.

Key Responsibilities:

1. Sales Strategy & Business Growth:

- Develop and execute the retail sales strategy to achieve revenue and profitability targets.

- Drive sales across General Trade (GT), Modern Trade (MT), Large Format Stores (LFS), and other retail channels.

- Identify new market opportunities and expand the company's retail footprint.

- Monitor market trends, competitor activities, and customer insights to drive business growth.

2. Retail Channel Management:

- Build and strengthen relationships with key retail partners, distributors, and channel partners.

- Lead negotiations with retail chains and strategic accounts.

- Ensure strong product availability, visibility, and merchandising across retail outlets.

- Optimize channel performance and improve retail productivity.

3. Team Leadership:

- Lead, mentor, and develop regional and zonal sales teams.

- Set sales targets, monitor performance, and implement performance improvement initiatives.

- Build a high-performance sales culture focused on execution and accountability.

4. Business Planning & Execution:

- Prepare annual sales plans, budgets, and forecasts.

- Monitor key sales metrics including revenue, growth, productivity, secondary sales, and market share.

- Collaborate with Marketing, Supply Chain, Finance, and Category teams to ensure seamless execution of business plans.

- Drive promotional activities and retail activation programs.

5. Distribution & Operations:

- Strengthen distribution networks to improve market penetration.

- Ensure efficient inventory management and stock availability across channels.

- Monitor trade schemes, pricing, and channel profitability.

Key Requirements:

- Bachelor's degree in Business, Marketing, or a related field; MBA preferred.

- 1015+ years of experience in retail sales within the consumer goods/FMCG/D2C/consumer products industry.

- Proven experience leading retail sales teams at a national or regional level.

- Strong understanding of General Trade, Modern Trade, distribution, and retail operations.

- Demonstrated success in driving revenue growth and achieving sales targets.

- Excellent leadership, stakeholder management, and negotiation skills.

- Strong analytical and business planning capabilities.

Preferred Background:

Candidates from brands such as Mamaearth, Dabur, Marico, Emami, ITC, Hindustan Unilever, P&G, Nestlé, Britannia, Parle, Godrej Consumer Products, L'Oréal, Himalaya, Nykaa, The Derma Co., Foxtale, Minimalist, Pilgrim, Zydus Wellness, Tata Consumer Products, or other leading consumer brands will be preferred.

What We're Looking For:

- Strategic thinker with strong execution capabilities.

- Customer- and retailer-centric approach.

- Strong commercial acumen and P&L understanding.

- Excellent communication and relationship management skills.

- Ability to thrive in a fast-paced, growth-oriented environment.