Regional Head - Trade Sales - FMCG/FMCD

Job Purpose: The incumbent is accountable for leading business strategy and driving performance across a defined geographical zone, covering multiple states. This role serves as a critical link between corporate leadership and regional execution, ensuring strategic alignment, market penetration, and operational excellence.

Key Responsibilities:

1. Business & Sales Performance

- Drive primary sales targets and ensure efficient stock movement from company to distributors.

- Lead secondary sales efforts through close monitoring and enablement of sales teams.

- Implement weekly primary billing plans to ensure smooth and aligned phasing.

- Deliver zonal-level targets for new product launches and premium segment growth.

- Drive profitability through effective product and channel mix strategies.

2. Forecasting & Planning

- Lead forecasting processes to ensure accurate inventory and supply chain planning across states.

3. Go-to-Market (GTM) Strategy

- Design and oversee state-wise distribution strategies; optimize channel structures and partner performance.

- Lead end-to-end GTM execution; align with state heads for consistent deployment.

- Oversee distributor expansion, onboarding, ROI analysis, and working capital health.

- Monitor timely collections and outstanding balances across the zone.

- Maintain optimal inventory across zonal warehouses and distribution points.

4. People Leadership & Development

- Mentor state heads and develop a strong leadership bench.

- Implement structured training programs for field teams and regional leaders.

- Support hiring and early-stage mentoring of regional team members.

5. In-Market Execution

- Track competitive activity and consumer trends; develop data-backed action plans.

- Collaborate with Marketing, Logistics, Supply Chain, HR, and Finance to drive execution.

- Approve and supervise zonal-level schemes and retailer engagement initiatives.

- Lead efficiency-enhancing initiatives across sales and distribution processes.

- Drive numeric and weighted distribution goals across all markets.

- Build strategies to grow category-level share for core and emerging portfolios.

- Ensure adoption and effective usage of sales automation tools across the zone.

Educational Qualifications : MBA/PGDM in Sales & Marketing (preferred)

Work Experience

- 1015 years of total experience, preferably in FMCG, FMCD, or Consumer Durables

- Minimum 710 years in team leadership roles

- Strong background in B2C Sales & Marketing