JOB DESCRIPTION

Regional Head / State Head

Channel Sales | Innerwear

Industry: Innerwear / Lingerie / Intimate Apparel

Experience: 3 - 10 Years (Innerwear industry mandatory)

Role Levels: Regional Head (7-10 yrs) | State Head (3-6 yrs)

Location: Multiple locations - PAN India

Reporting To: Business Head / National Sales Head

Role Type: Full-time | Field & Office

ROLE OVERVIEW

We are looking for driven and commercially sharp Regional Heads and State Heads to own and grow the channel sales business for a leading Innerwear brand.

This is a field-intensive, relationship-driven role requiring deep knowledge of the Innerwear category and proven ability to build and scale distribution networks across general trade, modern trade, and ecommerce channels.

The ideal candidate is someone who thrives on building market presence ground-up, managing a strong distributor and retailer network, and consistently delivering volume and value targets across their geography.

KEY RESPONSIBILITIES

Sales & Revenue Delivery

- Achieve monthly, quarterly, and annual primary and secondary sales targets for the assigned region / state

- Drive numeric and weighted distribution expansion across all relevant channels

- Monitor sell-out trends and take corrective action to ensure healthy secondary movement

Channel & Distribution Management

- Appoint, develop, and manage a robust network of distributors, super stockists, and sub-dealers

- Ensure optimal product availability, stock norms, and fill rates at distributor and retailer level

- Drive General Trade (GT) growth through active retailer engagement, scheme execution, and merchandising

- Manage Modern Trade (MT) accounts - plan, negotiate, and execute in-store visibility and promotional activities

Market Development

- Identify untapped geographies, towns, and retail touchpoints for expansion within the assigned territory

- Execute new product launches and ensure strong on-shelf availability from day one

- Track competitor activity, market trends, and consumer shifts and share actionable intelligence

Team Management

- Lead, coach, and motivate a team of Area Sales Managers (ASMs) and Sales Officers / Field Executives

- Set clear targets, review performance regularly, and build a strong, accountable field team

- Drive capability-building initiatives across the sales team

CANDIDATE PROFILE

Mandatory Requirements

- 3-10 years of sales experience, with a significant portion in the Innerwear / Lingerie / Intimate Apparel category

- Candidates from outside the Innerwear category will not be considered

- Demonstrated track record of achieving and exceeding sales targets at a regional or state level

- Strong understanding of GT and MT channel dynamics specific to Innerwear

Skills & Competencies

- Strong distributor and channel partner management skills

- Ability to read market data, sell-out reports, and act on insights

- High energy, field-oriented, and comfortable with frequent travel within the territory

- People leadership - ability to motivate and manage a frontline sales team

- Strong negotiation and relationship-building skills with trade partners

Preferred Background

- Experience across mass-market and/or mid-premium Innerwear segments preferred

- Exposure to rural market development and smaller town penetration is a plus

- Graduate / MBA in Sales & Marketing preferred