Head - Sales - Small Appliances - North & East India Region

Job Title: Sales Head (North + East Indian ) - Small Appliances

Location: Delhi

Reports to: Business Head

Role Overview:

- The Sales Head - North & East will drive the sales, distribution, and market development across the Northern and Eastern regions.

- This role will lead regional sales teams, build strong channel relationships, ensure revenue and margin targets are met, and contribute to the company's growth by executing strategic initiatives, expanding distribution, and driving premiumization in the assigned zones.

Key Responsibilities:

Sales Strategy & Execution:

- Deliver targeted turnover and gross margins across categories and regions.

- Lead execution of sales strategies, including reach expansion, range selling, and category penetration.

- Drive growth of premium product segments through effective retail and channel activation.

- Ensure successful new product launches and build market share.

Channel Development & Market Expansion:

- Develop and manage a robust distribution network to maximize numeric and weighted reach.

- Implement retail connect initiatives and conversion plans.

- Drive coverage efficiency through structured journey plans and market development programs.

Stakeholder Collaboration:

- Liaise with Marketing, Finance, Supply Chain, and Customer Service to align business objectives and execution plans.

- Coordinate with HO for promotional activities, merchandising support, and product availability.

Market Intelligence & Competitor Analysis:

- Monitor competitor activities, pricing strategies, and market trends to inform business decisions.

- Recommend adjustments to sales strategies based on market intelligence.

People Leadership:

- Lead and mentor a large team of sales professionals; ensure motivation, training, and capability building.

- Drive team productivity, compliance to journey plans, and achievement of individual KPIs.

- Take people decisions related to performance management, hiring, and weeding out non-performers.

Performance Reviews & Compliance:

- Conduct periodic reviews of sales performance, target achievement, and margin realization.

- Ensure adherence to sales administration procedures, including collections and compliance protocols.

- Monitor outstanding receivables to ensure minimal or NIL bad debts.

Key Challenges:

- Navigating dynamic markets with entrenched regional competitors.

- Strengthening customer and retailer engagement.

- Building and sustaining channel partnerships in competitive zones.

Decision-Making Authority:

- Channel program deployment: schemes, incentives, onboarding.

- Talent management decisions: performance interventions and team structuring.

Candidate Profile:

Education: MBA / PGDBM from a recognized institution

Experience: 15-20 years in sales and distribution, with prior regional/state-level leadership roles in the consumer durable industry

Key Competencies:

- Strong leadership and interpersonal skills

- Proven track record in driving sales targets and profitability

- Excellent analytical and market acumen

- Ability to influence, coach, and motivate large teams

- Collaborative, result-oriented, and high on integrity