State Head-Sales (Multiple Locations)

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Role Purpose

The State Head will own the end-to-end commercial performance, channel expansion, distribution ecosystem, and sales execution for the assigned state. This role requires a mix of strategic thinking and channel expertise across general trade, modern trade, supermarkets, hypermarkets, and quick commerce, along with strong team leadership. The incumbent will play a central role in accelerating Khandelia Oils' penetration and visibility across traditional and emerging retail formats.

Key Responsibilities

1. Strategic Ownership and Business Planning

• Develop state-level growth strategies aligned with regional and national objectives.
• Build and execute annual operating plans with clear targets across volume, value, channel growth, and distribution KPIs.
• Conduct detailed micro market analysis to identify gaps, expansion opportunities, and channel-specific potential.
• Work with the supply chain for accurate forecasting, service level improvement, and reduction in stockouts.

2. Channel Development and Execution Excellence

A. General Trade (GT)

• Strengthen distribution depth and width through optimized Super Stockist and Distributor architecture.
• Drive GT expansion in high-potential towns, peri-urban markets, and rural clusters.
• Ensure strong retailer relationships, effective scheme deployment, and high-quality point-of-sale visibility.

B. Modern Trade (MT), Supermarkets and Hypermarkets

• Manage state-level relationships across key retail chains such as Reliance, More, D Mart, Spencer's, and regional supermarket and hypermarket chains.
• Drive joint business plans, promotional calendars, and category management initiatives.
• Improve shelf share, off-take, planogram adherence, and premium SKU presence.
• Ensure high-quality execution for visibility elements, sampling activities, festivals, and major retail events.

C. Quick Commerce (Q Commerce)

• Manage partnerships with platforms such as Blinkit, Zepto, Swiggy Instamart, and BigBasket Now.
• Ensure strong product availability, high fill rates, clean listing hygiene, and timely replenishment.
• Track platform dashboards, including search ranking, add-to-cart percentage, frequency of out of stock, and basket contribution.
• Work closely with category managers for new product introduction, promotional bursts, and digital visibility initiatives.
• Build a structured operating rhythm for Q commerce covering assortment, pricing corridors, and supply chain cadence.

3. Distributor and Supply Chain Management

• Evaluate, appoint, and develop distributors and super stockists based on ROI norms, infrastructure, and capability.
• Ensure clean processes for inventory management, claims, credit, and compliance.
• Strengthen forecasting discipline, beat planning, warehouse management, and stock rotation.

4. Team Leadership, Coaching and Capability Building

• Lead, guide, and motivate area sales managers, sales officers, and merchandisers using a structured performance framework.
• Conduct weekly reviews, capability-building sessions, and productivity audits.
• Drive KPIs, including outlet productivity, GT coverage, MT execution scorecards, Q commerce metrics, and overall state target achievement.

5. Market Intelligence and Competitive Strategy

• Track competitor pricing, schemes, product launches, and channel activation patterns.
• Conduct market visits to capture ground-level insights and execution gaps.
• Recommend strategic actions related to pricing, trade spending, promotions, and assortment.

6. Governance, Processes and Reporting

• Ensure full compliance with company policies on commercial hygiene, credit, and trade terms.
• Present detailed MIS reports covering sell-in, sell-out, variance analysis, and channel profitability.
• Lead monthly and quarterly reviews with internal teams and external partners.

Candidate Profile

Must Have

• 4 to 6 years of FMCG sales experience with exposure to general trade, modern trade, supermarkets, hypermarkets, and digital channels.
• Strong experience managing distributors, retail chains, and platform partners.
• Data-driven mindset with the ability to interpret dashboards and performance metrics.
• Strong negotiation skills and proven ability to deliver sales and distribution targets.
• Experience leading and developing frontline teams.

Preferred

• Experience in edible oil, ghee, or staple categories.
• Experience managing high-SKU, high-velocity portfolios with tight service requirements.
• Prior state-level responsibility or large territory management.

Why This Role Matters

This role is critical to the next phase of growth for Khandelia Oils. The State Head will drive channel excellence across traditional, modern, and digital commerce while shaping long-term distribution architecture and brand presence in the state. The role offers high visibility, autonomy, and a fast-track career path for strong performers.