Head - General Trade

3 days ago

Mumbai, India VIP Full time

Role & responsibilities

Sales & Distribution Strategy

  • Develop and implement GT channel strategy aligned with overall business objectives.
  • Drive primary and secondary sales through a robust network of MBOs, distributor and retailers.
  • Review & monitor sales performance against targets and take corrective actions.

Channel Development & Expansion

  • Lead business development efforts to strengthen coverage in untapped markets and enhance reach and penetration.
  • Assess the market size & share, sales potential and create effective channels of distribution to meet short term and long-term goals.

Partner & Stakeholder Management

  • Build and maintain strong relationships with distributors, retailers, and key channel partners.
  • Propose and manage trade schemes, incentive programs, and partner profitability to ensure retention and growth.
  • Annalise sales trends, market dynamics and competition to recommend right marketing initiatives at the national level and collaborate with marketing teams to drive brand visibility and consumer connect.
  • Plan & monitor new product launches in co-ordination with the marketing team.

Team Leadership

  • Lead and manage zonal & regional GT sales teams to deliver business results.
  • Monitor performance metrics like sales turnover, market share, Product / Territory/ Channel Mix, Branch Profitability, Forecasting Accuracy, sales/ stock turnover ratio etc. and drive accountability.

Business & Operational Excellence

  • Oversee coordination with factory, commercial team for smooth branch supply and build relationship with key dealers
  • Ensure smooth supply chain operations by closely coordinating with logistics, demand planning, and warehouse teams.
  • Ensure compliance with company policies, trade norms, and statutory requirements.

Preferred candidate profile

  • Graduate/PG in Business Management (MBA preferred).
  • 1215 years of Sales & Distribution experience with at least 5+ years in General Trade leadership roles.
  • Proven track record in Luggage/FMCD/Consumer Goods (experience in luggage or lifestyle products preferred).
  • Strong experience in distributor management, sales execution, and GT expansion.
  • Ability to manage large teams across geographies.

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