National Sales Manager (NSM)

Location: Mumbai / Corporate Office

Reporting To: Director

Role Overview:

The National Sales Manager (NSM) will be responsible for leading the national sales function and driving sustainable business growth across India. The role will focus on strategic sales planning, market expansion, distribution development, channel management, and revenue enhancement across Retail, General Trade, Modern Trade, Wholesale, Institutional, Horeca, and B2C segments.

The incumbent will play a critical role in building a robust national distribution network, strengthening market presence, and developing a high-performance sales organization aligned with the company's growth objectives.

This position specifically requires candidates with relevant industry experience in FMCG Non-Food Disposables and allied consumer disposable product categories.

Key Responsibilities:

Strategic Sales Leadership:

- Develop and implement the national sales strategy in line with organizational objectives and business growth plans.

- Drive revenue growth, market penetration, and profitability across all regions and sales channels.

- Establish annual operating plans, sales forecasts, and channel-wise growth strategies.

- Identify emerging market opportunities, competitive trends, and expansion areas to strengthen market positioning.

Channel Development & Distribution Management:

- Lead the expansion and management of General Trade, Retail, Modern Trade, Wholesale, Institutional, Horeca, and B2C channels

- Build and strengthen distributor, dealer, super-stockist, and channel partner network across India.

- Ensure effective market coverage, secondary sales growth, product availability, and channel productivity.

- Drive distribution efficiency and execution excellence across territories.

Business Development & Market Expansion:

- Identify and develop new business opportunities, key accounts, and strategic partnerships.

- Drive market expansion initiatives across existing and new geographies.

- Collaborate with marketing and product teams to support product launches, promotions, and category development initiatives.

- Monitor customer preferences, competitive activity, pricing trends, and market dynamics.

Sales Operations & Commercial Management:

- Ensure effective sales forecasting, demand planning, and inventory coordination.

- Monitor receivables, credit control, sales profitability, and commercial discipline.

- Drive data-driven decision-making through MIS, sales analytics, and performance dashboards.

- Ensure adherence to sales processes, reporting systems, and operational controls.

Team Leadership & Capability Building:

- Lead, mentor, and develop Regional Sales Managers, Area Sales Managers, and frontline sales teams.

- Build a performance-oriented sales culture focused on accountability, execution, and continuous improvement.

- Conduct regular performance reviews, sales meetings, and capability development initiatives.

- Strengthen succession planning and talent development within the sales organization.

Desired Candidate Profile:

Experience:

- 10-15 years of progressive sales leadership experience in FMCG, with mandatory exposure to the Non-Food Disposables industry.

- Proven track record in managing national sales operations and driving business growth at scale.

- Strong experience across Retail, Distribution, Wholesale, Institutional, and B2C business models.

Educational Qualification:

- MBA / PGDM in Sales & Marketing preferred.

Additional Requirements:

- Willingness to travel extensively across India.

- Strong network within FMCG Non-Food, Disposables ecosystem will be an added advantage.

- Ability to operate in a fast-paced, growth-oriented business environment.