Head - Sales Development

2 days ago

Kolkata West Bengal India, West Bengal Emami Ltd Full time

We’re Hiring


Position: Head - Sales Development, Consumer Care Division (CCD)

Location: Kolkata

Industry: FMCG

Reporting to: President Sales, Consumer Care Division (CCD)


We are looking for a strategic and forward-thinking sales leader to spearhead sales development for our Consumer Care Division at the national level. This role will be pivotal in shaping go-to-market strategies, driving sales transformation, and enabling sales excellence to strengthen our market leadership and accelerate growth.


Your responsibilities will include :


Sales Development Strategy

  • Develop and execute short- and long-term sales development strategies to achieve national growth objectives.
  • Create and implement future-ready GTM models to enhance reach, penetration, and in-store presence in a cost-efficient manner.
  • Monitor sales development budgets, ensuring cost efficiency in GTM rollout, sales automation, and capability development initiatives.


Sales Process Improvement & Transformation

  • Leverage analytics to drive transformation projects in assortment optimization, spend effectiveness, and process innovation.
  • Lead deployment of sales automation tools (SFA), handheld devices, and IT-enabled solutions to modernize processes and enhance productivity.
  • Oversee execution of national/regional projects in collaboration with Regional Heads, ensuring timely delivery and measurable impact.


Driving Sales Excellence

  • Formulate and monitor GTM strategies for both urban and rural markets to maximize distribution and outlet coverage.
  • Recommend and guide Trade Engagement Programs to strengthen partnerships and business outcomes.
  • Ensure best-in-class in-store execution and innovation funneling based on shopper insights.
  • Consolidate and analyze business intelligence reports to support strategic decision-making.


Sales Force Capability Development

  • Recruit and develop top talent within the sales function, ensuring a high-performing and motivated workforce.
  • Launch and manage training, retention, and recognition programs to enhance productivity and performance.
  • Design effective sales incentive structures aligned with KPIs and organizational goals.
  • Track performance metrics across zones, driving accountability and results.


What we are looking for:

  • 15–20 years of experience in FMCG/FMCD sales, with proven expertise in sales development, GTM strategy, and capability building.
  • Strong background in consumer care/personal care divisions preferred.
  • Proficiency in sales process automation, analytics, demand planning, and channel development.
  • MBA/PGDM in Sales & Marketing.


What will make you successful?

  • Strategic mindset with deep expertise in sales transformation and GTM design.
  • Strong analytical thinking with the ability to leverage data for business insights.
  • Excellent leadership and stakeholder management skills across functions and geographies.
  • Commercial acumen with a results-driven and innovative approach.
  • Ability to build high-performance teams and foster a culture of capability enhancement.

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