Head of Sales

As Head of Sales, you will take ownership of driving sales and expanding distribution across rural and semi-urban markets in Gujarat. Youll manage a portfolio that includes our in-house label Nahoa and leading brands like HUL, P&G, Dabur, and Himalaya. You will be a key driver of business growth, field execution, and channel development,while also laying the foundation for our pharma distribution vertical.

This role requires a self-motivated, market-oriented leader who is both hands-on and strategic. Youll work closely with the CEO, Head of Marketing, and Tech Lead.This is a high-impact role for someone who loves strategy, thrives on targets, mentors teams, and is ready to roll up their sleeves. Initially a state-specific role, it is designed to scale into a multi-state and pan-India leadership opportunity.

• Own and deliver monthly and quarterly revenue targets across covered districts
• Build, lead, and coach a high-performing field sales team
• Expand distribution coverage into unserved and underserved territories
• Leverage Nielsen/market data to identify growth opportunities
• Conduct competitive benchmarking to develop best-in-class distribution practices
• Take quick, proactive action to protect market share and boost visibility
• Strengthen presence in modern trade, e-commerce, and institutional channels
• Develop anchor customer relationships with wholesalers, hospitals and other B2B customers.
• Optimize beat planning, route efficiency, and lead conversion
• Coordinate with operations to align demand forecasting and avoid sales loss
• Drive low-inventory, high-velocity models to reduce working capital needs
• Champion process-driven execution in all sales operations
• Develop customer systems to increase advance or cash sales
• Provide actionable insights through data dashboards and reports
• Collaborate across tech, ops, and finance to evolve from physical to digital sales
• This role requires extensive field travel (if Ahmedabad based, you will be required to spend 50% of your time in Godhra for the first year)

• 7+ years in FMCG or pharma B2B sales; 4+ years in an ASM or equivalent
• leadership role
• Hands-on experience in rural/semi-urban markets, preferably in Gujarat
• Proven ability to scale sales networks from scratch
• Expertise in sales analytics, market data interpretation, and benchmarking
• Track record of success in modern trade, institutional sales, and e-commerce
• Strong process orientation with a high sense of accountability
• Skilled in demand forecasting, beat optimization, and inventory planning
• Solid commercial acumen with a focus on cash/advance-based models
• Proficiency in Excel/Sheets, CRM tools, and dashboarding
• Strong interpersonal, mentoring, and communication skills
• Fluency in English and Hindi/Gujarati

• A growth-driven, target-focused leader with high energy
• A hands-on field warrior who enjoys building from the ground up
• A strategic planner who believes in systems and execution
• A decision-maker who acts fast using market insight
• An entrepreneurial professional eager to scale across India

• A chance to build the sales backbone of rural Indias modern healthcare platform
• Opportunity to make a real impact on healthcare access
• Freedom to innovate and experiment
• An open, collaborative, performance-driven team culture
• Competitive salary with performance-based incentives
• Flexible leave and special absence policies
• Developmental support through learning programs and workshops

• Tarrina Health is an equal opportunity employer.