Sales Director - FMCG/Paints - IIM/ISB/MDI/FMS - North & East

This position demands a mix of strategic foresight and executional discipline, leading a large and diverse team to craft and deliver a high-impact Go-To-Market (GTM) strategy that reflects the dynamism of Indian general trade, Modern Trade, Ecommerce and mass retail.

Key Responsibilities:

Strategic Leadership

- Shape and execute a robust GTM strategy to accelerate growth in mass markets across India.

- Act as a strategic thought partner on the Sales Leadership Team, contributing to long-term business and organization design.

- Identify growth levers across markets, categories, and channels existing and new.

Sales Operations & Execution

- Lead a GT, Modern Trade sales force, ensuring execution excellence at the last mile.

- Drive distribution expansion, retail productivity, and cost-to-serve efficiencies.

- Implement frameworks for sales forecasting, territory management, and performance tracking.

Team Leadership & Capability Building

- Inspire and align cross-regional teams with a shared vision for growth and executional excellence.

- Coach and mentor regional sales heads and functional teams to develop a high-performance culture.

- Foster collaboration with marketing, trade marketing, supply chain, and finance for cross-functional alignment.

Market Development & Innovation

- Create and execute customer development initiatives, pricing strategies, and innovative GT programs to enhance market share and profitability.

- Ensure rapid adoption of digital tools and analytics to drive smarter decision-making and agile response.

Preferred candidate profile

- Should have 20 - 25 years in Sales/Marketing roles, predominantly in FMCG + Paints / FMCG + Tyres

- Extensive exposure to mass markets, Modern Trade and general trade ecosystems

- Proven leadership in managing large, geographically dispersed teams

- Should be an MBA from Tier 1 School.

-Should have managed business of Apprx 10,000 Cr annually

Technical Competencies:

- Strong understanding of GTM, RTM, distribution strategy, and channel profitability

- Experience across multiple consumer categories

- Solid commercial acumen and ability to build sustainable business value chains

- Exposure to brand building and market development principles

Behavioral Competencies:

- Collaborative and inclusive leadership style with high impact across levels

- Inspirational leader who creates clarity, alignment, and purpose for the team

- Strong executive presence and stakeholder management skills

- High drive for performance with strategic patience and tactical agility