Head - Sales - FMCG

Job Title: Head of Sales (General Manager - Sales)

Company: Leading Listed FMCG Company

Location: Kolkata

Experience: 10+ years in sales & marketing leadership roles in FMCG/FMCD

Education: Bachelor's Degree + Postgraduate in Sales & Marketing Management

About the Company:

Join one of the leading listed promoter-driven FMCG companies in India, known for its strong market presence, innovative products, and dynamic work culture. We are looking for an experienced Head of Sales to drive sales growth, enhance market presence, and lead a high-performing sales team.

Job Purpose:

The Head of Sales will be responsible for developing and implementing sales strategies, managing key sales channels (GT, MT, Institutional Sales), and ensuring targeted revenues and realizations are met. The role requires strong leadership, market intelligence, and business acumen to drive sales and distribution expansion.

Key Responsibilities:

Sales Strategy & Execution:

- Develop and implement strategies to achieve sales targets, distribution goals, and market share.

- Ensure optimum utilization of sales tools, CRM software, and analytics for data-driven decision-making.

- Align sales operations with Annual Business Plan (ABP).

Channel & Market Development:

- Drive sales growth across General Trade (GT), Modern Trade (MT), and Institutional Sales.

- Monitor market trends, competition analysis, and customer insights to identify opportunities.

- Expand distribution networks, onboard new dealers, and appoint distributors.

Revenue & Performance Management:

- Oversee Pan-India sales operations, ensuring optimal revenue generation and brand visibility.

- Guide the team to establish sales targets (brand-wise, value & volume).

- Ensure sales promotions and campaigns are aligned with marketing strategies.

Leadership & Team Development:

- Lead a team of 15+ direct reportees & 400+ indirect reportees.

- Provide mentorship, training, and motivation to ensure high performance.

- Foster a culture of accountability, collaboration, and innovation.

Reporting & Compliance:

- Develop and maintain performance metrics, sales forecasting, and periodic MIS reports.

- Ensure adherence to internal policies and compliance standards.

Key Qualifications & Experience:

Education: Bachelor's degree + Postgraduate in Sales & Marketing Management.

Experience: 10+ years in a leadership role in FMCG sales & marketing.

Team Handling: Experience managing large sales teams (15+ direct & 400+ indirect reportees).

Business Volume: Proven track record in managing business of - 400 Cr+.

Geographical Coverage: Experience handling Pan-India operations or at least 3 zones.

Skills & Competencies:

- Deep understanding of FMCG sales, distribution, and business development.

- Strong knowledge of market dynamics, trade channels, and customer behavior.

- Ability to translate insights into actionable sales strategies.

- Proficiency in sales analytics, forecasting, and business reporting.

- Excellent leadership, communication, and stakeholder management skills.

Behavioral Attributes:

- Strategic Thinker: Ability to drive long-term growth strategies.

- Result-Oriented: Focused on achieving and exceeding targets.

- People Leader: Capable of leading large teams and fostering collaboration.

- High Integrity: Dependable, ethical, and transparent decision-making.