Head Sales Operations

Job Title:

Role Summary

The Head of Sales & Operations will be responsible for formulating and executing revenue, distribution, and market share targets. This individual will lead operations related to trade schemes, distributor & retailer relationships, forecasting, and performance monitoring. The role involves overseeing a team including DSM (District Sales Managers), Supervisors, Merchandisers, and working closely with company to maximize space, improve stock-on-hand (SOH), and grow sales across all SKUs with a premium mix.

Key Responsibilities

• Target & Revenue Planning

  • Set annual revenue targe and define distribution & market share goals. • Break down targets regionally.

• Distributor & Retailer Management

  • Establish, maintain, and deepen strong relationships with key distributors and retailers. • Ensure trade schemes and discounting are properly designed, approved, and implemented.

• Stock & Shelf Space Optimization

  • Monitor stock-on-hand (SOH) at distributor and retailer levels. • Secure maximum shelf space / godown space at retail outlets, including handling excess stock where needed to gain space.

• Team Leadership & Performance Monitoring

  • Lead and monitor performance of team: DSMs, Supervisors, Merchandisers. • Define quality parameters for secondary sales (i.e daily operations, store visits, execution). • Set KPIs, review monthly sales across all SKUs, ensure premium mix growth, NSR (Net Sales Revenue) improvement.

• Trade & Competitive Intelligence

  • Track competitive initiatives, pricing, discounts, product launches. Analyze root causes of competitors success. • Use this intelligence to adjust own strategy.

• Forecasting, Reporting & Analytics

  • Oversee demand forecasting (weekly / monthly). • Provide reports to senior management: revenue vs target, distribution vs plan, market share, SKU performance.

• Process, Systems & Compliance

  • Ensure operational systems are in place: trade scheme approvals, distributor performance reviews, compliance with legal/licensing requirements. • Manage proper documentation, route-to-market strategies, SOPs, etc.

• Continuous Improvement & Strategic Initiatives

  • Identify growth levers in channel, product, geography. • Lead initiatives to increase productivity, improve margins, optimize trade spend.

Skills & Qualifications

• Bachelors degree in Business, Commerce, Sales & Marketing or related field. Masters / MBA preferred.
• Minimum

  5+years

  of progressive experience in sales & operations roles in the liquor / beverage / FMCG industry. At least

  3 years

  in senior managerial leadership.
• Strong knowledge of distributor & retailer networks, trade schemes, operations in liquor wholesale industry.
• Excellent analytical skills; able to do demand forecasting, SKU level data analysis, margin analysis.
• Strong negotiation skills, stakeholder management (internal & external).
• Proven ability to lead and motivate teams across levels (DSM, Supervisor, Merchandiser).
• Good communication, presentation, and strategic thinking abilities.
• Familiarity with regulatory laws / licensing / compliance in liquor trade in Maharashtra / Mumbai region a plus.
• Proficient in MS Office; experience with sales analytics tools / dashboards desirable.
  

Performance Metrics / KPIs

• Annual revenue vs target.
• Distribution coverage & growth (both points of sale and distributor reach).
• Market share growth in defined regions / categories.
• SKU-wise growth; premium mix percentage.
• NSR growth.
• Improvement in SOH & retailer godown / shelf space metrics.
• Compliance with trade scheme budget & margin targets.
• Team performance: DSM / Supervisors target achievement & quality parameters.
• Accuracy and timeliness of forecasts and reports.
  

Salary Budget - Open, Notice period - 15 - 30 days or immediate preferred

Can whatsapp CV on 8928333517 (HR)