Head - Sales - FMCG/eCommerce

Role Purpose:

To lead the sales function, drive sustainable revenue growth, build market presence, and strengthen the companys sales capability across channels, ensuring profitable expansion in line with business objectives.

Key Responsibilities:

1. Revenue & Market Growth:

- Achieve annual sales targets and drive top-line growth.

- Develop annual sales budgets, forecasts, and P&L ownership across regions.

- Expand market share across modern trade, general trade, institutional sales, and e-commerce.

2. Strategy & Planning:

- Design and implement sales strategies aligned with business goals.

- Build pricing, volume, promotion, and route-to-market strategies.

- Identify new market segments, geographies, and growth opportunities.

3. Channel & Distribution Management:

- Strengthen distributor networks and retail penetration.

- Develop effective trade marketing initiatives and channel programs.

- Ensure consistent supply availability, secondary sales visibility, and merchandising.

4. Team Leadership & Capability Building:

- Lead, coach, and develop the national and regional sales team.

- Set performance KPIs, review progress, and drive a high-performance culture.

- Work closely with HR on capability development and succession planning.

5. Customer & Key Account Management:

- Build strong relationships with key customers, retailers, and distributors.

- Oversee modern trade and e-commerce negotiations and agreements.

- Improve customer satisfaction, retention, and loyalty.

6. Sales Performance Monitoring:

- Track and analyze sales performance, market trends, and competitor actions.

- Implement dashboards, sales MIS, and review mechanisms.

- Course-correct through strategic initiatives based on insights.

7. Cross-Functional Collaboration:

- Partner with Marketing, Supply Chain, Finance, and Manufacturing teams.

- Ensure aligned demand planning, product launches, inventory health, and timely collections.

8. Business Governance & Compliance:

- Ensure adherence to commercial policies, pricing norms, market controls, and credit discipline.

- Budget control, discount approvals, and sales incentive governance.

Key Skills & Competencies:

- Strong leadership and people management.

- Strategic thinking and execution excellence.

- Channel management expertiseGT, MT, e-commerce.

- Negotiation and commercial acumen.

- Analytical thinking, problem-solving, and decision-making.

- Strong communication and stakeholder management.