Role Overview:

We are looking for an experienced and commercially driven Sales Head to lead the West Region sales operations for a leading alcoholic beverages company. The incumbent will be responsible for driving regional revenue growth, strengthening market presence, expanding distribution, and developing strategic relationships with key trade partners across the region.

The role requires a strong understanding of the alcobev industry, state-wise regulatory frameworks, distribution networks, and channel management, along with a proven track record of delivering sales targets and managing high-performing teams.

Key Responsibilities:

1. Regional Sales Strategy & Revenue Growth:

- Develop and execute regional sales strategies aligned with the company's overall business objectives.

- Drive revenue, volume, market share, and profitability targets across the West Region.

- Identify growth opportunities across existing markets and emerging territories.

- Monitor sales performance, market trends, competitor activities, and consumer demand to develop effective business plans.

2. Distribution & Market Expansion:

- Strengthen and expand the company's distribution network across assigned states and territories.

- Drive distributor appointments, network productivity, outlet coverage, and market penetration.

- Build strong relationships with distributors, wholesalers, retailers, and other relevant trade partners.

- Ensure effective execution across on-trade and off-trade channels, as applicable to the portfolio and state regulations.

3. Trade Marketing & Market Execution:

- Collaborate with trade marketing and brand teams to drive effective in-market execution.

- Oversee brand visibility, product availability, promotional activities, and point-of-sale execution.

- Drive channel-specific initiatives to improve brand performance and consumer engagement.

- Ensure optimal utilization of trade spends and promotional budgets.

4. Commercial & Business Management:

- Own regional sales planning, forecasting, budgeting, and performance reviews.

- Monitor sales realization, inventory movement, distributor performance, and trade investments.

- Identify business risks and implement corrective actions to achieve regional objectives.

- Work closely with finance and supply chain teams to ensure effective inventory planning and product availability.

5. Team Leadership & Development:

- Lead, mentor, and develop the regional sales team, including state and territory-level sales managers.

- Establish clear performance metrics, review mechanisms, and accountability across the team.

- Build a strong sales culture focused on execution excellence, market intelligence, and sustainable growth.

6. Regulatory Compliance & Stakeholder Management:

- Ensure sales operations comply with applicable state excise laws, licensing requirements, pricing regulations, and company policies.

- Develop strong working relationships with distributors and relevant trade stakeholders.

- Maintain awareness of state-specific regulatory changes and their implications for sales operations.