National Sales Head - Offline Sales - FMCG

Description:

Key Responsibilities:

Sales Growth:

- Drive profitable growth with tight control over trade spends, inventory, and cash flow.

- Establish strong forecasting and S&OP processes with Supply Chain.

Distribution & Route to Market:

- Expand numeric distribution and deepen weighted distribution in priority markets.

- Build and manage distributor networks, super stockists, and regional partners.

- Lead RTM design and drive adoption of sales automation tools.

- Ensure best-in-class visibility, sampling execution, and planogram compliance.

- Partner with Marketing to develop trade promotions that drive off-take.

Channel Management:

- Build strong relationships and lead JBP negotiations with MT chains (Reliance, DMart, regional chains).

- Expand presence across Independent Supermarkets, Pharmacies, and Baby Stores (chains & independents).

Team Building & Leadership:

- Hire, mentor, and manage regional/zonal sales teams as the organisation grows.

- Establish a performance-driven culture through clear KPIs, SFA tools, and structured reviews.

Experience & Qualifications:

- 15+ years of FMCG sales experience with at least 3 years in regional/channel leadership roles.

- Strong exposure to both GT and MT channels is essential.

- Proven experience in building distributor networks and launching new markets.

- Background in a fast-growing start-up or challenger FMCG brand is an advantage.

- Highly hands-on with a strong execution-first mindset.