National Sales Head

2 weeks ago

Mumbai, Maharashtra, India Blue Genes Research (BGR) Full time

National Sales Head for Ayurvedic & Nutraceuticals Division

Location: Mumbai, India

Industry: Ayurveda | Nutraceuticals | Pharma | FMCG

Reporting to: Managing Director

Compensation: Competitive Fixed + Performance Incentives + Potential Sweat Equity (for the right candidate)

About the Company

The company is a well-established pharmaceutical company specializing in Ayurvedic and Nutraceutical products, with a 25-year legacy in natural health and wellness. The company follows a pharma-style distribution model, selling condition-specific Ayurvedic medicines and nutraceuticals across 11 states in India.

Current Business Situation & Opportunity

  • The branded Ayurvedic & Nutraceuticals division contributes ₹20 Cr in revenue but is currently struggling with profitability and declining sales
  • The sales team consists of 150 people, led by three regional sales heads (North, West, South).
  • The company is seeking an experienced, dynamic, and entrepreneurial leader to revive growth, improve profitability, and scale revenues exponentially.
  • This is a high-ownership, strategic leadership role, where the "buck stops with you."

Key Responsibilities (KRAs)

1. Sales Leadership & Revenue Growth

  • Lead and drive the 150-member sales team across India.
  • Achieve aggressive revenue growth targets, scaling the business beyond ₹30-50 Cr.
  • Develop and execute a high-impact sales & go-to-market strategy.
  • Identify new revenue streams, markets, and sales channels.
  • Strengthen relationships with distributors, wholesalers, and channel partners to maximize market penetration.

2. Market Expansion & Channel Management

  • Expand business into new geographies beyond the current 11 states.
  • Optimize channel sales (distributor/wholesaler model) and explore alternate B2B sales channels.
  • Build strategic partnerships with key stakeholders, industry associations, and large retail pharmacy chains.

3. Team Leadership & Performance Management

  • Directly manage and mentor three regional sales heads.
  • Foster a performance-driven culture—set clear targets, KPIs, and sales incentives.
  • Develop training programs to enhance sales effectiveness and market intelligence.

4. Product Strategy & Brand Positioning

  • Work closely with Marketing & R&D to drive product positioning, pricing, and promotions.
  • Provide market insights & competitor analysis to strengthen market share.
  • Ensure brand visibility and effective promotional activities in the Ayurvedic & Nutraceuticals space.

5. Profitability & Operational Excellence

  • Optimize pricing, discounts, and trade margins to improve gross margins.
  • Monitor and control sales operational costs, ensuring profitable growth.
  • Implement data-driven sales forecasting & reporting for better decision-making.

Key Performance Indicators (KPIs)

  • Revenue Growth: Achieve 100%+ YOY growth (from ₹20 Cr to ₹30-50 Cr).
  • Sales Team Performance: Ensure 75%+ of sales team meets or exceeds targets.
  • Market Expansion: Enter at least 5-7 new high-potential states within 12 months.
  • Channel Efficiency: Improve distributor & retailer engagement, increasing sell-through rates.
  • Profitability: Improve gross margins by at least 5-7% through strategic pricing & cost control.
  • Leadership Impact: Reduce sales team attrition, enhance motivation & accountability.

Ideal Candidate Profile

Demographic & Personal Traits

  • Age: 35-50 years
  • Work Experience: 12-20 years in Sales Leadership roles
  • Location Preference: Mumbai-based or willing to relocate
  • Personality: Entrepreneurial, high-energy, self-motivated, and hands-on

Qualification & Experience

  • MBA/PGDM in Sales, Marketing, Business Strategy, or relevant field (Preferred but not mandatory for exceptional candidates).
  • 12+ years of experience in Sales Leadership roles in Pharmaceuticals, Ayurvedic, Nutraceuticals, or FMCG.
  • Proven track record in driving exponential sales growth (100%+ YOY growth).
  • Experience in scaling businesses from ₹10 Cr to ₹50 Cr+ revenue.
  • Strong P&L management and ability to improve sales profitability.
  • Expertise in handling a large on-ground salesforce (100+ team members).
  • Strong experience in Distributor, Wholesaler, and Retail Channel Management.
  • Knowledge of prescription-driven Ayurvedic/Nutraceuticals business models is a strong plus.
  • Ability to work independently, take full ownership, and drive high-performance culture.

Selection Criteria

  • Self-Managed & Entrepreneurial Mindset: This is NOT a corporate job—this role requires a business-owner mindset with a strong bias for action.
  • Track Record of Growth: Must have scaled a ₹20 Cr business to ₹50 Cr+.
  • Leadership & Team Development: Must have successfully managed large field sales teams (100+ people).
  • Industry Expertise: Prior experience in Pharmaceuticals, Ayurveda, Nutraceuticals, or FMCG is highly preferred.
  • "Buck Stops with Me" Attitude: This role is for a high-accountability leader who takes full ownership of results.

Benefits & Rewards

  • Leadership Opportunity: Be the National Sales Head of a business ready for massive growth.
  • Performance-Based Incentives: Competitive fixed salary + aggressive performance-linked incentives.
  • Growth & Autonomy: Direct access to MD, strategic decision-making power, and high autonomy.
  • Potential Sweat Equity: Opportunity to earn equity in the business for top performers.
  • Expansion & Impact: Opportunity to transform an industry-leading Ayurvedic & Nutraceuticals business.
  • Career Growth: Pathway to COO-level role based on performance.

Why Join Us?

If you're looking for a high-impact leadership role in Ayurvedic & Nutraceuticals sales, where you have complete ownership, strategic decision-making power, and a chance to drive exponential growth, this is the perfect role for you.

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