Years of experience : Min : 25 years to Max : 30 years

Job Purpose:

To lead the nationwide sales function for the edible oil business by building strong distribution muscle, driving market share, expanding into new geographies, and ensuring profitable volume growth through Modern Trade, General Trade, HORECA, Institutions, OEM and Export channels.

Roles and Responsibilities:

1. Sales Strategy & Annual Business Planning:

- Develop and execute national sales strategy aligned with business goals, brand positioning, and production capacity.

- Prepare AOP (Annual Operating Plan) covering volumes, pricing, revenue, distribution build-up, and -trade investments.

- Convert long-term market insights into tactical plans for regional expansion.

2. Channel & Distribution Expansion

Build, strengthen and scale sales channels:

- GT, MT, also preferred - CSD/CPC, E-commerce, HORECA, Institutions & Exports.

- Drive distributor appointments, super-stockists, CFA networks, and secondary sales capability.

- Build availability, numeric distribution, and weighted distribution across rural, semi-urban & metro markets.

3. Revenue, Volume & Market Share:

- Own business P&L for the edible oil vertical.

- Achieve volume targets, revenue growth and category share.

- Ensure profitable product mix, pricing, and trade scheme optimization.

4. Commercials, Pricing & Margin Controls:

- Lead pricing strategy based on commodity volatility, competition, demand, tax structure and logistics cost.

- Strategize trade margins, channel ROI and promo investments.

- Monitor contribution, NSR, secondary vs. primary, and product profitability

5. Retail, MT & Key Accounts Management:

- Build strong relationships with Modern Trade chains - Reliance, D-Mart, More, Star, Spar, Metro, Walmart, Spencer's, etc.

- Lead category negotiations, joint business plans, display rentals, visibility agreements, and monthly sell-out reviews.

- Handle HO negotiations, agreements, listing, billing terms and commercial closures.

2.6. Institutional & Bulk Sales:

- Drive revenues from bulk buyers, industrial users, hotels, bakeries, food manufacturers, and contract packers.

- Maintain relationships with procurement heads of leading FMCG/Food processors.

7. Supply Chain & Demand Planning:

- Forecast demand, coordinate with production, procurement and logistics to ensure continuous supply.

- Manage depot planning, inventory turns, stock aging and OTIF delivery.

8. Category, Brand & NPD Support:

- Coordinate with Marketing for campaigns, nutrition claims, ATL/BTL activations, consumer schemes.

- Support product portfolio decisions-premium, mid-tier, economy SKU strategy.

- Drive penetration into new pack formats (500 ml, 1L, 5L, 15L, consumer pouches vs bulk tins).

9. Market Intelligence & Competition Tracking:

- Monitor commodity price trends (crude oil, soybean, palmolein, sunflower, rice bran, mustard).

- Benchmark competitor pricing, distribution width, scheme structure, retail presence and brand campaigns.

10. People Leadership:

- Lead and upskill ZSMs, RSMs, ASMs, SOs, Trade Marketing Teams & Institutional Sales force.

- Build performance culture with structured reviews, dashboards, funnel audits and target ownership.