Position: State Head - GT Sales

Reporting to: AVP Sales

Team: ASM, SE

Role Purpose:

To lead and drive business growth, market expansion, and execution excellence in General Trade in assigned Territory by providing strategic direction, effective team leadership, and operational efficiency. The role involves managing Area Sales Managers, distributors, and key stakeholders to achieve sales, profitability, and visibility goals in alignment with regional and national business objectives.

Key Responsibilities:

1. Sales & Business Performance:

- Deliver monthly, quarterly, and annual sales, revenue, and distribution targets for the state.

- Drive market share growth and ensure achievement of numeric and weighted distribution goals.

- Identify and develop new business opportunities to expand the brand footprint.

2. People Leadership & Capability Building:

- Lead, mentor, and motivate the Area Sales Managers (ASMs) and their respective field teams.

- Build a high-performance sales culture with a focus on capability development and succession planning.

- Conduct regular performance reviews, market visits, and coaching sessions with direct reports.

3. Distributor & Channel Management:

- Oversee distributor appointment, ROI analysis, and infrastructure readiness across the state.

- Ensure distributor hygiene in terms of inventory, claims, and credit management.

- Strengthen secondary sales execution through structured channel development initiatives.

4. Market Execution & Visibility:

- Ensure flawless execution of visibility, merchandising, and activation programs as per brand guidelines.

- Review market coverage, outlet expansion, and range selling to enhance market penetration.

- Monitor competitor activities and pricing trends, sharing actionable insights with AVP.

5. Process, Systems & Compliance:

- Drive adherence to company policies, pricing norms, and trade schemes.

- Ensure 100% compliance in reporting systems, data trackers, and CRM tools.

- Manage sales forecasting, budget adherence, and claim settlements effectively.

Key Performance Indicators (KPIs):

- Achievement of state sales and distribution targets.

- Growth in outlet coverage and market share.

- Sales team productivity and retention.

- Distributor ROI and operational hygiene.

- Execution and visibility performance metrics.

Skills & Competencies:

- Strong leadership and strategic planning abilities.

- Excellent communication, negotiation, and influencing skills.

- Strong analytical and decision-making capabilities.

- Deep market understanding of FMCG distribution in assigned territory.

- Proficiency in MS Office and data analysis platforms.

Experience Requirements:

We are looking for candidates with 3 to 6 years of relevant experience in the FMCG industry. The key selection criteria are:

- Strong career progression with consistent growth in roles and responsibilities.

- Stability will be the primary criterion for shortlisting. Preference will be given to candidates with a stable employment history and limited job changes.

- Candidates should have a strong academic background (good pedigree) from reputed institutions.

- Prior experience with well-established FMCG companies is mandatory.