National Sales Manager- Confectionery business

Job Title:
National Sales Manager – Confectionery business

Location: Vijayawada, Andhra Pradesh

Reports To: CEO / Director

Job Summary:

The National Sales Manager (NSM) will be responsible for leading and managing the entire sales function across India for the confectionery division. This role involves developing and executing sales strategies, managing key channel partners, driving revenue growth, optimizing the GTM (go-to-market) strategy, and leading a medium size, geographically distributed sales team. The NSM will also oversee the execution of trade marketing programs and align distribution with brand goals.

Key Responsibilities:

1. Sales Strategy & Planning

Develop and implement short-term and long-term national sales strategies aligned with business objectives.

Conduct market research and competitor analysis to identify growth opportunities.

Prepare annual and quarterly sales forecasts, budgets, and targets.

1. Distribution Management

Design and implement an efficient and scalable distribution model across urban and rural India, wholesale channel is a must win.

Manage and expand distributor and stockist network; onboard new channel partners in uncovered territories.

Ensure optimal secondary and tertiary sales through effective channel management.

1. Channel & Territory Management

Oversee performance across all sales channels: General Trade (GT), Modern Trade (MT), HORECA, and E-commerce.

Implement regional activation plans and incentive schemes to boost channel partner performance.

Work with Regional Sales Managers (RSMs) and Zonal Managers to ensure territory-level execution.

1. Team Leadership

Build, lead, and mentor a high-performing national sales team including Zonal, Regional, Area, and Territory Managers.

Drive productivity through structured KPIs, performance reviews, and field coaching.

Coordinate with HR for manpower planning, recruitment, and capability development.

1. Trade Marketing & Promotions

Collaborate with marketing teams to design and roll out consumer and trade promotional campaigns.

Ensure Point of Sale (POS) visibility, planograms, and branding are consistently deployed.

Monitor ROI on BTL activities, schemes, and in-store activations.

1. Sales Operations & MIS

Monitor daily, weekly, and monthly sales performance and provide actionable insights.

Manage sales automation tools and CRM systems to track field force efficiency.

Coordinate with finance, logistics, and supply chain for smooth operations and stock availability.

1. Key Account Management (KAM)

Negotiate and manage national tie-ups with modern trade chains and key accounts (e.g., Big Bazaar, Reliance Retail, D-Mart, Amazon, and Flipkart).

Collaborate on JBP (Joint Business Plans) and category growth strategies.

1. Compliance & Cost Control

Ensure adherence to commercial policies, pricing guidelines, and regulatory standards (e.g., FSSAI).

Monitor and control sales expenditures, claims, and discounts.

Required Skills & Competencies:

Leadership & People Management: Ability to lead a medium size, diverse team with clear direction and motivation.

Sales Acumen: Strong understanding of FMCG sales channels and territory management in India.

Analytical Thinking: Capability to interpret data and make data-driven decisions.

Communication Skills: Strong negotiation, presentation, and interpersonal skills.

Execution Excellence: Focused on process adherence, timelines, and business outcomes.

Qualifications:

Education: MBA/PGDM in Sales, Marketing, or Business Administration from a reputed institute.

Experience:

12–15 years of experience in Food &FMCG sales;

At least 2-3 years in a national or zonal leadership role, in confectionery industry is a must.

Prior experience in confectionery, snacks, or impulse purchase categories is mandatory.

Languages: Very proficient in English, Telugu and Hindi and should be able to converse in other South Indian Languages

Age: Around 40 years

Compensation: Competitive and negotiable.

Education: Any Degree and MBA Sales & Marketing.

Key Performance Indicators (KPIs):

National sales revenue & volume targets

Market share gains in confectionery category

Channel Growths

Sales team productivity & retention

Execution of promotional and activation plans