Sales Head

Job Description

Position Title: Head of Sales West and South (FMCG Foods | Noodles)

Department: Sales & Distribution Traditional Trade

Reporting To: Nations Sales and Marketing Head

Location: Mumbai, Maharashtra

Industry: FMCG / Packaged Foods / Consumer Goods

Experience Required: 15+ years in FMCG sales; 45 years in a leadership role. Prior Handling of Super Stockist operations will be preferred

________________________________________

Role Overview

The Head of Sales will be responsible for leading the company's national/regional sales strategy across GT (General Trade) channels. This role will drive revenue growth, expand market share, build high-performing sales teams, and ensure flawless execution of trade marketing strategies in alignment with the company's business goals.

________________________________________

Key Responsibilities

1. Sales Strategy & Planning

- Define and implement annual & quarterly sales plans aligned with business objectives.
- Design and execute GT, channel strategies.
- Plan regional penetration and outlet expansion targets.
- Set sales forecasts, pricing strategies, and volume targets.

2. Team Leadership & Development

- Build, lead, and mentor a team of RSMs, ASMs, TSMs, and field force.
- Drive performance through KRAs, regular reviews, and on-ground coaching.
- Promote a performance-oriented culture with accountability and recognition.

3. Distribution Management

- Expand and strengthen the distribution network (super-stockists, distributors, and sub-stockists).
- Ensure width and depth of distribution across urban and rural markets.
- Optimize supply chain in coordination with logistics, finance, and operations.

4. Trade Marketing & Promotions

- Collaborate with Trade Marketing, Marketing to implement trade schemes, product launches, and seasonal campaigns.
- Monitor ROI of promotions and scheme execution across channels.
- Drive visibility initiatives (POSM, in-store branding, planograms).

5. Analytics, Reporting & Forecasting

- Track primary, secondary, and tertiary sales data.
- Track and execute collections of Super Stokists
- Monitor market share, competitor activity, and consumer trends.
- Present regular sales dashboards and MIS reports to management.

6. Compliance & Controls

- Ensure credit policies, distributor hygiene, and sales claims are within SOPs.
- Conduct regular audits of field operations and distribution.

________________________________________

Key Performance Indicators (KPIs)

- % Sales Target Achievement (Primary & Secondary)
- Market Share Growth (by region/SKU)
- Outlet Expansion (Numeric & Weighted Distribution)
- Distributor ROI & Health Score
- Scheme Execution % and Promo ROI
- Channel-wise Revenue Contribution

________________________________________

Key Interfaces

Internal: Marketing, Supply Chain, Finance, HR, Manufacturing

External: Distributors, Retailers, Key Accounts, Channel Partners