President - Sales - Consumer Durables

Description:

President - Sales Consumer Durables

Location:

Pan-India

Company Type:

Leading Indian MNC / Large Home-Grown Brand / PE-Backed Growth Leader

Compensation:

Best-in-Class + ESOPs + Performance Bonus

Role Overview

We are seeking a visionary Chief Sales Officer (CSO) to lead the national sales strategy and execution for a high-growth Consumer Durables brand in India. This is a Board-level role responsible for driving top-line growth, channel expansion, market share dominance, and profitability across modern trade, general trade, e-commerce, D2C, institutional sales, and rural markets.

With Indias consumer durables market projected to reach $33.4 billion by 2027, growing at 10.2% CAGR, and e-commerce penetration surging to 1820%, this role will own the end-to-end sales engine in a category seeing explosive demand for energy-efficient, smart, and premium appliances.

Key Responsibilities

Strategic Leadership

- Define and execute the national sales vision, aligning with brand, marketing, and supply chain to achieve double-digit YoY growth.

- Lead go-to-market (GTM) strategy across GT, MT, E-commerce, D2C, Institutional, and Rural channels.

- Drive market share expansion in high-growth categories: Air Conditioners, Refrigerators, Washing Machines, Small Appliances, Fans, and Smart Home Solutions.

- Build and scale regional sales structures for North, South, East, West, and Central India.

Revenue & P&L Ownership

- Full P&L accountability for India sales (~2,0005,000 Cr+ revenue mandate).

- Achieve aggressive top-line targets while maintaining healthy EBITDA margins and working capital efficiency.

- Optimize channel mix to balance profitability vs. volume (GT: 5060%, MT+Ecom: 3040%, D2C/Institutional: 10%).

Channel & Distribution Excellence

- Strengthen dealer/distributor network (2,0005,000+ touchpoints) with loyalty programs, financing, and training.

- Accelerate modern trade partnerships (Reliance Retail, Croma, Vijay Sales) and quick commerce (Blinkit, Zepto, Instamart).

- Scale D2C platform with personalized bundles, subscription models, and experiential marketing.

- Penetrate Tier 2/3/4 towns and rural India via rural vans, haat activations, and financing tie-ups.

Team & Capability Building

- Lead a national sales team of 300800+ (Zonal Heads, RSMs, ASMs, Field Force).

- Build a high-performance culture with data-driven selling, CRM adoption, and incentive alignment.

- Mentor and develop next-gen sales leaders for succession.

Innovation & Digital Transformation

- Integrate sales tech stack: SFA, DMS, CRM, predictive analytics, and AI-driven demand sensing.

- Launch phygital retail models experience centers, AR/VR product demos, live commerce.

- Drive premiumization with smart, IoT-enabled, and energy-efficient product lines.

Candidate Profile

Experience

- 15-22 years in sales leadership within Consumer Durables / FMCD / Electronics.

- Minimum 57 years as National Sales Head / CSO / VP Sales with P&L ownership.

- Proven track record of scaling revenue from 1,000 Cr to 3,000 Cr+.

- Deep expertise in multi-channel sales (GT, MT, E-com, D2C, Institutional).

- Experience managing large field forces and complex distribution networks.

Education

- MBA from Tier-1 B-school (IIMs, ISB, XLRI, FMS, SPJIMR preferred).

- Engineering background (preferred but not mandatory).

Key Competencies

- Strategic Sales Planning | P&L Management | Channel Strategy

- Team Leadership | Negotiation | Stakeholder Management

- Digital Savvy | Rural Market Penetration | Premiumization

- Data-Driven Decision Making | Crisis & Turnaround Leadership

Why This Role?

- Board-level impact in a $20B+ industry with high growth & visibility.

- Opportunity to shape the future of Indian homes with smart, sustainable appliances.

- Lead digital + physical sales transformation in a phygital-first world.

- ESOPs + uncapped incentives be a partner in growth.