Head of Sales Karnataka

2 weeks ago

Bengaluru, India Proost Beer (Grano69 Beverages) Full time

Job Title: State Sales Head – Karnataka

Location: Bangalore (with frequent travel across Karnataka)

Reporting to: National Sales Head / VP Sales Experience Required: 8–15 years in FMCG/Alcobev/Beverage Sales with a minimum of 3–5 years in a leadership role

CTC: As per industry standards + performance-based incentives

Role Overview: We are looking for an experienced and driven State Sales Head to lead our sales operations in Karnataka. The ideal candidate will own and deliver the state-level volume, revenue, and profitability targets, while building a high-performing, agile sales team and ensuring deep market penetration, outlet activation, and trade engagement. Key Responsibilities:

  1. Sales Strategy & Execution- Own the monthly, quarterly, and annual sales targets for Karnataka across all channels: Off-Trade, On-Trade, MSIL (Modern Store Institutional Liquor), and Institutional- Develop and execute strategic sales plans to achieve market share, volume, and visibility targets- Ensure SKU-wise, town-wise, and outlet-level performance planning and monitoring

  2. Team Leadership & Development- Build, lead, and manage a team of Area Sales Managers, Territory Sales Officers, and front-line sales reps- Drive performance management through regular reviews, coaching, and capability building- Set clear KRAs, monitor KPIs, and ensure accountability across the team

  3. Distributor & Channel Management- Appoint and manage distributors across key towns and ensure alignment with company objectives- Oversee secondary and tertiary sales tracking, distributor ROI, claims settlement, and stock hygiene- Ensure proper distributor infrastructure and adherence to company SOPs

  4. Retail Execution & Visibility- Ensure quality execution at retail across visibility, merchandising, planogram, and availability- Drive activation, sampling, and local marketing initiatives in collaboration with trade marketing- Monitor in-store compliance and execution standards via field audits and market visits

  5. Demand Planning & Supply Coordination- Collaborate with SCM and production teams to ensure accurate forecasting and availability- Track inventory at distributor and depot level to minimize OOS and excess inventory

  6. MIS & Reporting- Own daily/weekly/monthly reporting for the state on primary, secondary, depletions, and collections- Provide insights from market intelligence, competition tracking, and consumer trends

  7. Compliance & Licenses- Ensure 100% compliance with state excise laws, permits, pricing, and documentation- Build strong relationships with excise officials and local regulatory bodies Key Requirements:

  8. Proven track record of driving state-level performance in sales-led organizations- Strong understanding of Karnataka's retail landscape and alcobev distribution systems, including MSIL.

  9. Analytical mindset with comfort in using Excel, CRM, and sales reporting tools

  10. Excellent leadership, negotiation, and communication skills- Fluency in English and Kannada is preferred

What Success Looks Like:-

  1. Achieving 100%+ of monthly volume and value targets

  2. Building a motivated, target-oriented, and high-performing sales team

  3. Strong distributor and MSIL relationships and seamless market execution

  4. Zero non-compliance and 100% regulatory adherence

  5. Increased numeric and weighted distribution across Karnataka

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