Head of Sales

🧾 Job Title: National Sales Head – Mens Garment /Textile Division (PAN India) Department: Sales & Distribution for Mens Garments Reporting To: Managing Director / CEO Location: Head Office Ludhiana / Travel PAN India ---🎯 Job Summary: The National Sales Head will lead the PAN India sales operations for the Mens Garment sales & Distribution business. The role involves developing and managing distributor networks, driving sales growth, ensuring profitability, and building a high-performing sales team. The candidate must bring strong B2B distribution experience and demonstrate the ability to consistently add one new distributor per month while maintaining a gross profit (GP) margin of at least 25%. ---⚙ Key Responsibilities (JD): 1. Distribution Expansion: Appoint and onboard a minimum of 1 new distributor every month across key regions. Identify and develop high-potential markets for new distribution channels. 2. Sales Strategy & Target Achievement: Develop and execute the national sales strategy aligned with company goals. Achieve monthly and annual sales targets while maintaining 25% GP. 3. Team Leadership: Manage, motivate, and guide regional & area sales managers. Conduct weekly performance reviews and pipeline meetings. 4. Pricing & Margin Control: Ensure consistent pricing policies across regions. Negotiate with distributors to secure margins above 25%. 5. Market Intelligence & Competitor Analysis: Track competitor products, pricing, and market share trends. Provide actionable insights to management for strategy refinement. 6. Sales Operations & Reporting: Implement CRM / MIS reporting system for real-time performance tracking. Submit weekly and monthly reports on sales, collection, and distributor health. 7. Brand Development Support: Coordinate with the marketing team for promotions, exhibitions, and brand campaigns. ---📌 Key Result Areas (KRAs): KRA Description Weightage (%) Distributor Network Expansion Minimum 1 new distributor per month 25% National Sales Revenue Achievement of monthly/quarterly targets 25% Gross Profit Margin Maintain 25% GP across regions 20% Team Management Training, motivation, and performance of sales team 15% Collections & Payment Discipline Ensure 95% collections within agreed credit terms 10% Reporting & Data Accuracy Timely MIS submission and CRM updates 5%---📊 Key Performance Indicators (KPIs): KPI Target / Benchmark New Distributor Appointments 12 per year (minimum 1 per month) Sales Growth ≥ 20% YoY increase Gross Profit Margin ≥ 25% consistently Distributor Retention Rate ≥ 90% Sales Team Retention Rate ≥ 85% Average Order Value Increase by 10% every quarter Collection Efficiency 95% within credit period Customer Satisfaction (Distributors) ≥ 8/10 rating Number of Regional Review Meetings 1 per month per region Reporting Compliance 100% on-time submission ---🧮 Performance Scorecard (Quarterly Evaluation) Parameter Weightage Target Achievement Score (0–10) Weighted Score Distributor Expansion 25% 3 new distributors Sales Target Achievement 25% 100% of goal Gross Profit Maintenance 20% ≥25% GP Team Performance 15% 90% team target achievement Collections & Credit Control 10% 95% on-time collection Reporting & Discipline 5% Weekly updates on time Total 100% /100 Performance Rating Scale: ⭐ 90–100 = Outstanding 💪 75–89 = Exceeds Expectations 👍 60–74 = Meets Expectations ⚠ 45–59 = Needs Improvement ❌ Below 45 = Unsatisfactory ---🎓 Qualifications & Experience: Graduate / MBA in Marketing, Sales, or Textile Management Minimum 10+ years experience in Garment Sales distribution Proven track record of handling PAN India distributors Strong negotiation, leadership, and communication skills Willingness to travel extensively ---💼 Compensation & Incentives: Fixed CTC + Performance-based Incentive on: Distributor additions GP above 25% Sales milestones (quarterly bonus)