Commercial Head - Indian Subcontinent (Beverage, Food)

Commercial Head - India Subcontinent (Beverage, Food, Distribution & HoReCa)

Location: Pune

Reporting To: MD

Market Scope: India Nepal Bhutan Bangladesh Sri Lanka

Experience 25+yrs

Role Overview

The Commercial Headwill lead and manage the entire sales function for the India Subcontinent, driving growth across Beverage, Food, Distribution, and HoReCa channels. This role requires strategic leadership, strong market understanding, and the ability to build and nurture key customer relationships while ensuring profitability and compliance with global and regional guidelines.

Key Responsibilities:

• Strategic Leadership & Planning
• Develop and execute the annual sales strategy for the India Subcontinent across all business segments.
• Conduct annual planning and forecasting for top customers and adapt strategies based on market dynamics.
• Identify growth opportunities and implement initiatives aligned with business objectives.
• Sales & Revenue Management
• Achieve sales, turnover, and profitability targets for all categories.
• Monitor performance and introduce corrective measures to address deviations in consultation with senior management.
• Ensure pricing compliance with global guidelines and adapt to local market conditions.
• Customer Relationship Management
• Provide consistent support to all local customers and strengthen relationships with top accounts.
• Drive customer engagement through regular interactions and interventions at customer sites when necessary.
• Ensure timely resolution of complaints in line with company standards.
• Market Development & Pricing
• Market the local product range within defined price bands and continuously develop offerings in collaboration with the Trade & Pricing Desk.
• Stay updated on market trends, competitor activities, and customer needs to maintain a competitive edge.
• Team Leadership & Collaboration
• Lead, mentor, and develop the regional sales team to achieve business goals.
• Collaborate with cross-functional teams (Marketing, Supply Chain, Finance) to ensure seamless execution of initiatives.
• Process Optimization
• Encourage procedural and organizational improvements and implement measures for efficiency and effectiveness.

Qualifications & Skills:

• MBA or equivalent in Sales/Marketing.
• 25+ years of experience in Sales leadership roles, preferably in FMCG, Food & Beverage, or HoReCa segments.
• Proven track record of managing multi-channel sales and achieving revenue targets.
• Strong negotiation, analytical, and strategic planning skills.
• Excellent leadership and team management capabilities.
• Willingness to travel extensively across the region.