State Head - Sales - FMCG - IIM/ISB/MDI/FMS

Hiring: State Head - Sales

Location: Karnataka

Experience: 15+ years

About the Role

We are looking for an experienced sales leader to drive end-to-end business performance across a key state for a fast-growing FMCG organization. This role requires strong execution rigor, team leadership, and the ability to scale distribution and market share in a competitive environment.

Key Responsibilities

Sales Strategy & Business Delivery

- Drive overall sales performance across the state, ensuring achievement of volume, value, and market share targets

- Expand distribution, improve outlet coverage, and ensure strong SKU availability and in-store visibility

- Monitor and enhance secondary and tertiary sales performance

Team Leadership & Capability Building

- Lead large, geographically dispersed sales teams

- Drive performance through structured reviews, coaching, and clear accountability

- Build a culture of discipline through regular field routines and sales processes

Operational Excellence

- Ensure effective execution of sales plans aligned with brand and channel strategy

- Oversee distributor management, stock planning, and execution standards in the market

- Maintain high levels of operational hygiene and compliance

Data & Performance Management

- Leverage SFA/DBMS tools and dashboards to track performance and drive decisions

- Analyze trends, identify gaps, and implement corrective actions

- Present insights and business updates to senior leadership

Stakeholder & Market Management

- Collaborate with cross-functional teams including marketing, supply chain, and finance

- Build strong relationships with distributors and key trade partners

- Drive regular market visits, trade checks, and team engagement across regions

Candidate Profile

- Postgraduate in Management (MBA) from a premier B-school

- 15+ years of experience in FMCG (Food, Beverages, or Commodities preferred)

- Strong track record in leading large sales teams and delivering consistent growth

- High execution focus with strong command over sales processes and metrics

- Proficiency in data tools (Excel, SFA, DBMS) and performance analytics

- Excellent communication, leadership, and stakeholder management skills

- Willingness to travel extensively and manage on-ground operations