Sales Head

Position: Head of Sales

Sector: Food Manufacturing Unit

Location: Cuttack, Odisha

Reporting: Director

Working: 6 days/week

Job Description:

We are seeking a dynamic and results-driven Sales Head to lead the entire sales operation for the state of Odisha. This role is critical in driving market share, revenue growth, and expanding distribution for our range of FMCG food products, similar to the offerings of ITC (e.g., packaged snacks, staples, ready-to-eat foods). The ideal candidate will be a strategic leader with a deep understanding of the Odisha market, strong channel management experience, and a proven track record of managing large sales teams and distributor networks.

Key Roles & Responsibilities:

1. Strategic Planning & Execution

• Develop and execute the annual, quarterly, and monthly sales strategy and business plan for the Odisha region, aligning with national goals.
• Identify new business opportunities, white spaces, and potential product launches suitable for the local market.
• Conduct continuous market analysis, competitor benchmarking, and consumer behavior studies to maintain a competitive edge.
• Manage the Annual Operating Plan (AOP) for the region, including revenue targets, expenditure budgets, and inventory control.

2. Team Leadership & Development

• Lead, mentor, and motivate a large sales team (Area Sales Managers, Sales Officers, etc.) to achieve ambitious sales and distribution targets.
• Set clear performance objectives, provide regular coaching, and implement effective performance management systems.
• Oversee recruitment, training, and retention of high-performing sales personnel.

3. Distribution & Channel Management

• Strengthen and expand the distributor network across all districts in Odisha (Rural, Urban, Semi-Urban).
• Ensure optimal Stock Keeping Unit (SKU) availability, inventory rotation, and adherence to distributor service level agreements (SLAs).
• Manage key accounts and modern trade relationships within the state, ensuring higher visibility and shelf share.
• Drive initiatives to improve secondary sales, merchandising standards, and point-of-sale (POS) visibility.

4. Financial & Performance Management

• Monitor sales pipeline, forecast accuracy, and manage collection/debt realization processes to maintain financial health.
• Control trade spending and promotional budgets to ensure maximum return on investment (ROI).
• Prepare and present detailed sales reports, performance reviews, and strategic recommendations to senior management.

Key Performance Indicators (KPIs)

KPI Category: Revenue & Growth

• Primary Sales Growth (Value & Volume): Y-o-Y, Q-o-Q Growth % of Sales to Distributors.
• Secondary Sales Achievement: % Target Achievement vs. Plan (Sales to Retailers/Consumers).
• Market Share: % Share in key product categories in Odisha (based on syndicated data).

KPI Category: Distribution & Reach

• Numeric Distribution: % of target retail outlets (TPOs) stocking products.
• Weighted Distribution: % Sales value from outlets stocking the product.
• New Outlet/Town Expansion: Number of new towns/villages or outlets opened per quarter.

KPI Category: Financial & Efficiency

• Trade Spend/Budget Management: % Adherence to approved A&P and Trade Marketing budget.
• Distributor ROI: Average ROI achieved by the top 50% of the distributor network.
• Outstanding/Debt Management: Days Sales Outstanding (DSO) and bad debt %.

KPI Category: Team & Capability

• Sales Team Attrition: % Turnover rate of the regional sales team.
• Team Productivity: Average Sales Value/Volume per Sales Officer.

Qualifications & Experience :

• Education: MBA/Post-Graduate degree in Sales/Marketing is preferred.
• Experience: Minimum 10-15 years of progressive experience in FMCG sales, with at least 3-5 years in a Head/Regional Head role managing a state or large region.
• Mandatory: Prior experience in the Food Products category (similar to ITC, Nestlé, Britannia) is essential.
• Market Knowledge: Must have a strong working knowledge of the Odisha market, including its distinct geographic, cultural, and channel dynamics.
• Skills: Excellent negotiation, leadership, financial acumen, and communication skills.
• Language: Odia (mandatory), Hindi & English
• Team Handling: 50+
• Age: below 50 years

Job Type: Full-time

Pay: From ₹33,658.99 per month

Work Location: In person