State Head - General Trade - FMCG

Role Overview:

As the State Head for Gujarat, you will serve as the primary architect of our market expansion and operational excellence within the General Trade segment. Based in Ahmedabad, you will lead high-performing sales teams to penetrate deep-tier markets, ensuring our brand presence is ubiquitous across the retail landscape. You will act as the bridge between corporate strategy and ground-level execution, collaborating closely with regional distributors, supply chain partners, and internal stakeholders to drive revenue growth. Your leadership will be pivotal in shaping the states P&L, optimizing distribution networks, and delivering superior customer value in a highly competitive FMCG environment.

Key Responsibilities:

- Formulate and execute comprehensive go-to-market strategies for the General Trade channel to capture market share and achieve aggressive top-line targets.

- Manage and nurture relationships with key distributors and retail partners to ensure seamless product availability and optimal stock health across the state.

- Lead, mentor, and inspire a diverse team of sales managers and field representatives to foster a culture of high performance and accountability.

- Analyze regional market trends and competitor activities to provide actionable insights that inform product positioning and pricing strategies.

- Oversee the end-to-end sales operations, including demand forecasting, inventory management, and trade marketing initiatives, to maximize operational efficiency.

- Drive the implementation of digital sales tools and data-driven processes to enhance field force productivity and real-time market visibility.

Required Skillset:

- Demonstrated expertise in managing large-scale General Trade operations with a proven track record of scaling distribution networks in the Gujarat market.

- Strong financial acumen with the ability to manage P&L responsibilities, control trade spends, and optimize return on investment across various territories.

- Exceptional leadership and interpersonal skills, capable of influencing cross-functional teams and building long-term partnerships with external stakeholders.

- Advanced analytical abilities to interpret complex sales data and translate it into strategic growth plans.

- A postgraduate degree in Management from a premier institute is highly preferred, complemented by 7 to 15 years of progressive experience in the FMCG or consumer goods sector.

- High adaptability to an on-site work environment, with a willingness to travel extensively across the state to engage with ground-level operations and market realities.