Role: Head of Sales (FMCG & Pharma)

Function: Sales - Distribution

Industry: Healthcare Supply Chain - FMCG & Pharma

Location: Godhra & Ahmedabad, Gujarat

Job Type: On-site - Field-based

Future Scope: Multi-State - Pan-India expansion

Experience: 7+ years (incl. 4+ in a leadership role)

Languages: English and Hindi / Gujarati

About Tarrina Health:

Tarrina Health is an early-stage startup on a mission to bring health to Bharat. We improve access to affordable, evidence-based, and high-quality health products in small towns and rural India by building a modern, digitized distribution channel for the pharmacies that serve these communities.

Two challenges sit at the heart of what we do:

1. Less than 20% of 925M rural Indians have reliable access to medicine

2. 72% of spurious drugs are found in rural pharmacies

The Role:

As Head of Sales, you will own sales and distribution growth across rural and semi-urban markets in Gujarat. You will manage a portfolio that includes our in-house label, Nahoa, alongside leading brands such as HUL, P&G, Dabur, and Himalaya - driving business growth, field execution, and channel development, while laying the foundation for our pharma distribution vertical.

This role suits a self-motivated, market-oriented leader who is both hands-on and strategic. You will work closely with the CEO, Head of Marketing, and Tech Lead. It is a high-impact role for someone who loves strategy, thrives on targets, mentors teams, and is ready to roll up their sleeves. Initially state-specific, it is designed to scale into a multi-state and pan-India leadership opportunity.

What You'll Do:

- Own and deliver monthly and quarterly revenue targets across covered districts.

- Build, lead, and coach a high-performing field sales team.

- Expand distribution coverage into unserved and underserved territories.

- Leverage Nielsen and market data to identify growth opportunities.

- Conduct competitive benchmarking to develop best-in-class distribution practices.

- Take quick, proactive action to protect market share and boost visibility.

- Strengthen presence across modern trade, e-commerce, and institutional channels.

- Develop anchor relationships with wholesalers, hospitals, and other B2B customers.

- Optimize beat planning, route efficiency, and lead conversion.

- Coordinate with operations to align demand forecasting and avoid sales loss.

- Drive low-inventory, high-velocity models to reduce working-capital needs.

- Champion process-driven execution across all sales operations.

- Develop customer systems to increase advance and cash sales.

- Provide actionable insights through data dashboards and reports.

- Collaborate across tech, ops, and finance to evolve from physical to digital sales.

- Travel: this is a field-intensive role. If Ahmedabad-based, expect to spend ~50% of your time in Godhra during the first year.

What We're Looking For:

1. Experience & track record:

- 7+ years in FMCG or pharma B2B sales, including 4+ years in an ASM or equivalent leadership role.

- Hands-on experience in rural / semi-urban markets, preferably in Gujarat.

- Proven ability to scale sales networks from scratch.

- A track record of success across modern trade, institutional sales, and e-commerce.

2. Commercial & analytical:

- Expertise in sales analytics, market-data interpretation, and benchmarking.

- Skill in demand forecasting, beat optimization, and inventory planning.

- Solid commercial acumen with a focus on cash / advance-based models.

- Proficiency in Excel / Sheets, CRM tools, and dashboarding.

3. Leadership & ways of working:

- Strong process orientation with a high sense of accountability.

- Strong interpersonal, mentoring, and communication skills.

- Fluency in English and Hindi / Gujarati.

Who You Are:

- A growth driver - a target-focused leader with high energy.

- A field warrior - hands-on, and you enjoy building from the ground up.

- A systems thinker - a strategic planner who believes in execution.

- A fast decision-maker - you act quickly using market insight.

- An entrepreneur at heart - eager to scale across India.

What We Offer:

- A chance to build the sales backbone of rural Indias modern healthcare platform.

- The opportunity to make a real impact on healthcare access.

- Freedom to innovate and experiment.

- An open, collaborative, performance-driven team culture.

- Competitive salary with performance-based incentives.

- Flexible leave and special absence policies.

- Developmental support through learning programs and workshops.

Life at Tarrina Health:

Our purpose-driven culture champions healthcare equity. The values we hold ourselves to:

- Health first - no compromises on quality

- Integrity - we do what we promise

- Cross-functional collaboration - we build together, across teams

- Community-informed solutions - we listen before we build

- Customer centricity - the customer is at the heart of our work

- Continuous learning & adaptation - we grow as the market evolves

The Application Process:

Heres what to expect once you apply:

1. General Interview Round

2. Excel Proficiency Round

3. In-Person/Virtual Panel Interview with the Leadership

4. Reference check

5. Offer

Equal Opportunity:

Tarrina Health is proud to be an equal-opportunity employer. We value diversity of thought, background, and experience, and we welcome applicants of every background.

Ready to lead from the front?:

If youre excited to grow our presence across Bharat with agility, foresight, and impact, we want to talk to you. Fill out the Application Form to apply - we review every submission.