Radhya Enterprises

Job Title: Head of Sales & Operations Department: Sales & Operations Reporting To: Managing Director Location: Mumbai (Office + Field as required) 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)