Head Of Sales And Distribution

Role Purpose

To lead the sales function, drive sustainable revenue growth, build market presence, and strengthen the companys sales capability across channels, ensuring profitable expansion in line with business objectives.

Key Responsibilities

1. Revenue & Market Growth

• Achieve annual sales targets and drive top-line growth.
  
• Develop annual sales budgets, forecasts, and P&L ownership across regions.
  
• Expand market share across modern trade, general trade, institutional sales, and e-commerce.
  

2. Strategy & Planning

• Design and implement sales strategies aligned with business goals.
  
• Build pricing, volume, promotion, and route-to-market strategies.
  
• Identify new market segments, geographies, and growth opportunities.
  

3. Channel & Distribution Management

• Strengthen distributor networks and retail penetration.
  
• Develop effective trade marketing initiatives and channel programs.
  
• Ensure consistent supply availability, secondary sales visibility, and merchandising.
  

4. Team Leadership & Capability Building

• Lead, coach, and develop the national and regional sales team.
  
• Set performance KPIs, review progress, and drive a high-performance culture.
  
• Work closely with HR on capability development and succession planning.
  

5. Customer & Key Account Management

• Build strong relationships with key customers, retailers, and distributors.
  
• Oversee modern trade and e-commerce negotiations and agreements.
  
• Improve customer satisfaction, retention, and loyalty.
  

6. Sales Performance Monitoring

• Track and analyze sales performance, market trends, and competitor actions.
  
• Implement dashboards, sales MIS, and review mechanisms.
  
• Course-correct through strategic initiatives based on insights.
  

7. Cross-Functional Collaboration

• Partner with Marketing, Supply Chain, Finance, and Manufacturing teams.
  
• Ensure aligned demand planning, product launches, inventory health, and timely collections.
  

8. Business Governance & Compliance

• Ensure adherence to commercial policies, pricing norms, market controls, and credit discipline.
  
• Budget control, discount approvals, and sales incentive governance.
  

Key Skills & Competencies

• Strong leadership and people management.
  
• Strategic thinking and execution excellence.
  
• Channel management expertiseGT, MT, e-commerce.
  
• Negotiation and commercial acumen.
  
• Analytical thinking, problem-solving, and decision-making.
  
• Strong communication and stakeholder management.