Sales Head - FMCG/Food Industry

Description:

Role Overview:

The Head of Sales will be responsible for leading the company's national/regional sales strategy across GT (General Trade) channels. This role will drive revenue growth, expand market share, build high-performing sales teams, and ensure flawless execution of trade marketing strategies in alignment with the companys business goals.

Key Responsibilities:

1. Sales Strategy & Planning:

- Define and implement annual & quarterly sales plans aligned with business objectives.

- Design and execute GT, channel strategies.

- Plan regional penetration and outlet expansion targets.

- Set sales forecasts, pricing strategies, and volume targets.

2. Team Leadership & Development:

- Build, lead, and mentor a team of RSMs, ASMs, TSMs, and field force.

- Drive performance through KRAs, regular reviews, and on-ground coaching.

- Promote a performance-oriented culture with accountability and recognition.

3. Distribution Management:

- Expand and strengthen the distribution network (super-stockists, distributors, and sub-stockists).

- Ensure width and depth of distribution across urban and rural markets.

- Optimize supply chain in coordination with logistics, finance, and operations.

4. Trade Marketing & Promotions:

- Collaborate with Trade Marketing, Marketing to implement trade schemes, product launches, and seasonal campaigns.

- Monitor ROI of promotions and scheme execution across channels.

- Drive visibility initiatives (POSM, in-store branding, planograms).

5. Analytics, Reporting & Forecasting:

- Track primary, secondary, and tertiary sales data.

- Track and execute collections of Super Stockists

- Monitor market share, competitor activity, and consumer trends.

- Present regular sales dashboards and MIS reports to management.

6. Compliance & Controls:

- Ensure credit policies, distributor hygiene, and sales claims are within SOPs.

- Conduct regular audits of field operations and distribution.

Key Performance Indicators (KPIs):

- % Sales Target Achievement (Primary & Secondary)

- Market Share Growth (by region/SKU)

- Outlet Expansion (Numeric & Weighted Distribution)

- Distributor ROI & Health Score

- Scheme Execution % and Promo ROI

- Channel-wise Revenue Contribution

Key Interfaces:

- Internal: Marketing, Supply Chain, Finance, HR, Manufacturing

- External: Distributors, Retailers, Key Accounts, Channel Partners

Candidate Requirement:

MBA from TOP 15 B Schools only preferred

Strong market working of Tamil Nadu state is a must

Able to manage a high value business of 1000 + Crores

Strong communicator and team handler .