Role Summary:

Responsible for leading sales and business growth across North India, driving revenue, market share, and distribution expansion. The role involves developing regional sales strategies, managing sales teams and channel partners, strengthening distributor and retail networks, driving primary and secondary sales, and ensuring profitable business growth.

Key Responsibilities:

- Develop and execute regional sales strategies to achieve revenue, volume, profitability, and market share targets across North India.

- Drive regional business growth through distribution expansion, market penetration, and customer acquisition.

- Build, manage, and strengthen distributor, super-stockist, and retail networks across general trade and modern trade channels.

- Drive primary and secondary sales, ensuring effective product availability, outlet coverage, sales productivity, and stock rotation.

- Lead, coach, and motivate state sales managers, area sales managers, territory sales managers, and frontline sales teams.

- Develop and implement channel strategies, trade schemes, promotional campaigns, and regional sales initiatives.

- Establish strong relationships with key distributors, retail chains, institutional customers, and strategic channel partners.

- Monitor regional sales performance, market share, competitor activities, pricing trends, and consumer demand to identify growth opportunities.

- Drive new product launches, geographic expansion, and brand-building initiatives in coordination with marketing teams.

- Monitor sales budgets, trade spends, distributor profitability, credit exposure, and collections to ensure profitable growth.

- Establish sales KPIs, review business performance, and implement corrective actions to achieve regional objectives.

- Prepare regional sales forecasts, business plans, MIS reports, and market intelligence updates for senior management.

- Ensure adherence to sales policies, trade practices, and distribution standards.

Key Skills & Competencies:

- Strong regional sales leadership and business management capabilities.

- Extensive understanding of the FMCG sales and distribution ecosystem.

- Expertise in general trade, modern trade, distributor management, and channel development.

- Proven ability to drive revenue growth, market share, distribution reach, and sales productivity.

- Experience managing multi-state sales teams and large distribution networks.

- Excellent negotiation, stakeholder management, and relationship-building skills.

- Strong commercial acumen, including sales budgeting, trade spend management, profitability, and credit control.

- Ability to analyze sales data, market trends, and business performance to drive strategic decisions.

- Experience in sales forecasting, business planning, performance management, and market expansion.

- Proficiency in MS Excel, sales analytics, CRM, and sales force automation tools.

Preferred Experience:

- Significant experience in FMCG sales, regional business management, or sales leadership.

- Experience managing multi-state operations across North India.

- Strong exposure to distributor-led sales, retail execution, and primary and secondary sales.

- Demonstrated experience in leading large sales teams and achieving regional business targets.