Head - Sales - FMCG

Job Title: Head of Sales

Department: Sales

Reports To: Managing Director

Experience: 15+ years in sales leadership roles, preferably in FMCG, Agri-inputs, Consumer Goods, or related sectors

Key Responsibilities:

Strategic Sales Leadership:

- Own and lead the formulation and execution of the overall sales strategy to meet short- term and long-term revenue goals.

- Translate business objectives into actionable sales plans, including region-wise, product- wise, and channel-specific targets.

- Identify new opportunities for market development, product/channel expansion, and customer acquisition.

Distribution Expansion & Channel Development:

- Significantly widen the distribution footprint by identifying and onboarding new distributors, sub-stockists, and retail partners.

- Strengthen channel partner relationships and improve the efficiency of the supply chain and last-mile delivery.

Team Management & Capability Building:

- Build, lead, and inspire a high-performing sales team across regions.

- Set clear goals, track performance metrics, and ensure continuous learning and development.

- Foster a culture of accountability, ownership, and customer focus.

Portfolio Management & Margin Improvement:

- Work with product, pricing, and marketing teams to optimize the product mix.

- Drive margin enhancement through effective pricing strategies, trade schemes, and cost optimization in sales operations.

Brand Visibility & Trade Marketing:

- Partner with marketing to drive in-market execution of campaigns, in-store visibility, and BTL activities.

- Ensure consistent brand presence across all relevant channels and geographies.

Sales Operations & Reporting:

- Leverage sales analytics and data-driven decision-making to guide the team.

- Provide regular reports to the leadership team on market trends, sales forecasts, and competitive activity.

Candidate Profile:

- Strong track record of leading large sales teams and delivering business results in fast paced environments.

- Proven experience in distribution management and rural/semi-urban market expansion.

- Exposure to East & Northeast India markets is a strong advantage.

- Highly analytical with strong business acumen and decision-making capabilities.

- Excellent communication, negotiation, and leadership skills.

- Experience in working closely with cross-functional teams including marketing, supply chain, and finance.

Qualifications:

- MBA or equivalent post-graduate degree in Sales, Marketing, or Business Management preferred.

- Graduation in any discipline is mandatory.