Head of Sales

Position Overview

Head of Sales

Key Responsibilities

Sales Strategy & Planning

• Develop and implement the overall sales strategy aligned with the company’s business objectives.
• Forecast sales volumes, market trends, and product performance to ensure accurate business planning.
• Create annual, quarterly, and monthly sales targets and ensure achievement across all channels.

Business Development

• Identify new market opportunities and expand distribution footprint nationally and regionally.
• Negotiate strategic partnerships with distributors, retailers, and key accounts.
• Introduce new products to the market in collaboration with the marketing and product development teams.

Channel & Distribution Management

• Oversee General Trade, Modern Trade, and E-commerce operations.
• Strengthen distributor network, ensuring efficient supply chain, credit control, and market coverage.
• Monitor channel performance and take corrective action to improve market penetration.

Team Leadership

• Build, mentor, and lead a high-performing sales team, fostering a culture of accountability and achievement.
• Implement sales training programs to enhance product knowledge and selling skills.
• Drive motivation and performance management for sales managers and field teams.

Performance & Market Intelligence

• Track sales KPIs (volume, value, profitability, market share).
• Monitor competitor activities and market trends, recommending counter strategies.
• Use data-driven insights to make informed business decisions.

Cross-Functional Collaboration

• Work closely with Marketing, Supply Chain, and Finance teams for effective execution of plans.
• Align sales campaigns with marketing promotions and trade marketing initiatives.

Qualifications & Experience

• Bachelor’s degree in Business Administration, Marketing, or related field (MBA preferred).

• 15+ years of experience

  in FMCG sales, with

  minimum 5 years in a senior leadership role

  .
• Proven track record of achieving revenue and market share growth in FMCG.
• Strong exposure to multi-channel sales including General Trade, Modern Trade & E-commerce.
• Expertise in distributor management, key account handling, and market expansion.

Skills & Competencies

• Strategic thinking with strong execution capabilities.
• Excellent negotiation and relationship-building skills.
• Data-driven decision making and analytical mindset.
• Leadership and people management skills.
• Strong understanding of FMCG market dynamics and consumer behavior.

KPIs

• Achievement of sales targets (value & volume).
• Market share growth in key product categories.
• Expansion of distribution footprint.
• Improvement in sales productivity & efficiency.