Head of Sales

Job Description

Position Overview

The Head of Sales will be responsible for leading and driving the sales strategy, business growth, and market share for the FMCG portfolio across all channels (General Trade, Modern Trade, E-commerce, HoReCa, Institutional Sales). The role requires a proven track record in sales leadership, channel expansion, distributor management, and achieving revenue targets in the FMCG sector.

Key Responsibilities

Sales Strategy & Planning

- Develop and implement the overall sales strategy aligned with the companys business objectives.
- Forecast sales volumes, market trends, and product performance to ensure accurate business planning.
- Create annual, quarterly, and monthly sales targets and ensure achievement across all channels.

Business Development

- Identify new market opportunities and expand distribution footprint nationally and regionally.
- Negotiate strategic partnerships with distributors, retailers, and key accounts.
- Introduce new products to the market in collaboration with the marketing and product development teams.

Channel & Distribution Management

- Oversee General Trade, Modern Trade, and E-commerce operations.
- Strengthen distributor network, ensuring efficient supply chain, credit control, and market coverage.
- Monitor channel performance and take corrective action to improve market penetration.

Team Leadership

- Build, mentor, and lead a high-performing sales team, fostering a culture of accountability and achievement.
- Implement sales training programs to enhance product knowledge and selling skills.
- Drive motivation and performance management for sales managers and field teams.

Performance & Market Intelligence

- Track sales KPIs (volume, value, profitability, market share).
- Monitor competitor activities and market trends, recommending counter strategies.
- Use data-driven insights to make informed business decisions.

Cross-Functional Collaboration

- Work closely with Marketing, Supply Chain, and Finance teams for effective execution of plans.
- Align sales campaigns with marketing promotions and trade marketing initiatives.

Qualifications & Experience

- Bachelors degree in Business Administration, Marketing, or related field (MBA preferred).
- 15+ years of experience in FMCG sales, with minimum 5 years in a senior leadership role.
- Proven track record of achieving revenue and market share growth in FMCG.
- Strong exposure to multi-channel sales including General Trade, Modern Trade & E-commerce.
- Expertise in distributor management, key account handling, and market expansion.

Skills & Competencies

- Strategic thinking with strong execution capabilities.
- Excellent negotiation and relationship-building skills.
- Data-driven decision making and analytical mindset.
- Leadership and people management skills.
- Strong understanding of FMCG market dynamics and consumer behavior.

KPIs

- Achievement of sales targets (value & volume).
- Market share growth in key product categories.
- Expansion of distribution footprint.
- Improvement in sales productivity & efficiency.

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