Head - Sales Development

7 days ago

Kolkata, India 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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