National Sales Operations Manager - FMCG

Description:

Lead national sales and marketing to drive revenue, market share and brand visibility across GT, MT and e-commerce channels for the FMCG portfolio.

Key responsibilities:

- Develop and implement national sales and marketing strategy in line with annual business plan and growth targets.

- Own P&L for the domestic business, driving revenue, volume, distribution, and profitability KPIs.

- Lead and mentor zonal/regional sales managers, trade marketing and brand teams; build a highperformance culture.

- Drive distribution expansion and numeric/weighted distribution across GT, MT and key accounts; appoint and manage distributors, SS and channel partners.

- Plan and execute trade and consumer promotions, visibility drives, merchandising and instore activation.

- Collaborate with Marketing on brand strategy, ATL/BTL plans, digital initiatives and new product launches.

- Analyze market trends, category, competition and consumer insights to identify opportunities, gaps and pricing strategies.

- Monitor sales performance through MIS/CRM, sales analytics and dashboards; review targets, productivity and ROI on spends.

- Ensure robust demand forecasting, primary/secondary sales planning and inventory management in collaboration with Supply Chain.

- Maintain key customer and channel relationships (modern trade chains, ecom, institutional, distributors, large retailers).

Ensure adherence to company policies, statutory requirements and audit norms in sales and trade practices.

KPIs:

- Net revenue and volume growth vs plan.

- Market share and distribution KPIs (ND, WD, outlet coverage, active outlets).

- Channel profitability and ROI on trade/marketing spends.

- Sales team productivity and attrition.

- Success of new product launches (distribution, offtake, repeat).

Profile & qualifications:

- 12 - 18 years of FMCG sales experience with strong exposure to GT and MT; at least 5+ years in a national / multiregion leadership role.

- MBA/PGDM in Marketing/Sales preferred; strong understanding of FMCG distribution, channel programs and trade marketing.

- Proven track record of scaling distribution, managing large teams and delivering aggressive growth in competitive categories.