Vice President - Sales - HORECA/eCommerce/Retail

Summary of Job Profile:

The Vice President Sales will be responsible for leading and executing the sales strategy for dairy products across India.

This role involves planning, forecasting, expanding market reach, strengthening brand presence, and driving revenue growth.

The incumbent will work closely with cross-functional teams to ensure sales excellence and business expansion while maintaining strong relationships with key stakeholders.

of HR tasks, maintaining accurate records, and supporting the HR department in achieving operational excellence.

MAJOR RESPONSIBILITY:

Sales Strategy & Business Expansion:

- Develop and execute a long-term national sales strategy aligned with the company's business goals.

- Identify and expand into new markets, including tier-2 and tier-3 cities, as well as modern trade and e-commerce platforms.

- Implement Go-To-Market (GTM) strategies for new regions and product launches.

- Strengthen the B2B, institutional, and HORECA (Hotels, Restaurants, Catering) sales channels.

- Formulate pricing strategies to maximize revenue while maintaining competitiveness.

Revenue Growth, Planning & Forecasting:

- Define and execute short-term and long-term sales growth strategies to increase revenue, volume, and profitability.

- Develop and oversee annual sales budgets, ensuring cost efficiency and revenue optimization.

- Use data-driven decision-making to adjust pricing, distribution, and marketing strategies for higher ROI.

- Set up dynamic sales forecasting models to predict demand, track trends, and optimize inventory.

- Strengthening Market Footprint & Distribution Network.

- Expand and optimize the distribution network, ensuring strong regional presence and last-mile connectivity.

- Strengthen relationships with key distributors, wholesalers, retailers, and modern trade partners.

- Develop partnerships with supermarkets, e-commerce platforms, and institutional buyers to scale up sales.

- Improve supply chain efficiency by aligning sales with production and distribution capabilities.

Digital & Data-Driven Sales Excellence:

- Leverage CRM, AI-driven analytics, and sales automation tools for better tracking and performance management.

- Drive D2C (Direct-to-Consumer) sales through online platforms, mobile apps, and e-commerce channels.

- Optimize omnichannel sales strategy by integrating traditional retail with digital commerce.

- Utilize customer insights and market analytics to refine sales and marketing approaches.

New Product Development & Innovation:

- Work closely with the R&D and marketing teams to identify gaps in the dairy market and drive product innovation.

- Plan and execute successful product launches, ensuring strong market adoption.

- Develop value-added dairy products and premium product lines to capture high-margin segments.

- Leadership, Team Development & Performance Management.

- Build, train, and lead a high-performing national sales team (regional managers, zonal managers, key account.

- Define KRAs/KPIs and implement a performance-based culture.

- Develop succession planning and leadership pipelines within the sales function.

- Ensure strong collaboration between sales, marketing, production, and finance teams.

Competitive Intelligence & Customer Engagement:

- Monitor competitor strategies, pricing trends, and consumer preferences to stay ahead in the market.

- Strengthen customer engagement by ensuring consistent quality, service, and brand visibility.

- Collaborate with the marketing team on brand positioning, promotional campaigns, and loyalty programs.

Strategic Partnerships & Corporate Sales:

- Establish partnerships with large retail chains, institutional buyers, and government procurement bodies.

- Explore export opportunities and potential international markets for expansion.

- Identify and evaluate merger & acquisition opportunities to accelerate business growth.

Risk Management & Compliance:

- Ensure compliance with food safety regulations, FSSAI norms, and industry standards.

- Implement robust sales governance policies to avoid financial and operational risks.

- Monitor credit exposure and optimize credit policies for distributors and partners.

- Any other task assigned by the management.

Education and Experience for the position:

- Graduation/Post Graduation in Marketing and Sales.

- 15-20 years' experience of sales.

- At least 5-7 experience of leadership position.