Head - FMCG Sales - South India

Role Summary:

Responsible for leading sales and business growth across South India, driving revenue, market share, and distribution expansion across key markets. The role involves developing regional sales strategies, managing state-level sales teams and channel partners, strengthening distributor and retail networks, driving primary and secondary sales, and ensuring profitable business growth across the region.

Key Responsibilities:

- Develop and execute regional sales strategies to achieve revenue, volume, profitability, and market share targets across South India.

- Lead business operations across key South Indian markets, including Karnataka, Tamil Nadu, Kerala, Andhra Pradesh, and Telangana.

- Drive regional business growth through distribution expansion, market penetration, and customer acquisition.

- Build, manage, and strengthen distributor, super-stockist, dealer, and retail networks across general trade and modern trade channels.

- Drive primary and secondary sales, ensuring effective product availability, outlet coverage, sales productivity, and stock rotation.

- Lead, coach, and motivate state sales managers, area sales managers, territory sales managers, and frontline sales teams.

- Develop and implement channel strategies, trade schemes, promotional campaigns, and regional sales initiatives.

- Establish strong relationships with key distributors, retail chains, institutional customers, and strategic channel partners.

- Monitor regional sales performance, market share, competitor activities, pricing trends, and consumer demand to identify growth opportunities.

- Drive new product launches, geographic expansion, and execution of brand-building initiatives in coordination with marketing teams.

- Monitor sales budgets, trade spends, distributor profitability, credit exposure, and collections to ensure profitable growth.

- Establish sales KPIs, review business performance, and implement corrective actions to achieve regional objectives.

- Prepare regional sales forecasts, business plans, MIS reports, and market intelligence updates for senior management.

- Ensure adherence to company policies, trade practices, sales processes, and distribution standards.

Key Skills & Competencies:

- Strong regional sales leadership and business management capabilities.

- Extensive understanding of the FMCG sales and distribution ecosystem.

- Expertise in general trade, modern trade, distributor management, and channel development.

- Proven ability to drive revenue growth, market share, distribution reach, and sales productivity.

- Strong leadership experience in managing multi-state sales teams and large distribution networks.

- Excellent negotiation, stakeholder management, and relationship-building skills.

- Strong commercial acumen, including sales budgeting, trade spend management, profitability, and credit control.

- Ability to analyze sales data, market trends, and business performance to drive strategic decisions.

- Experience in sales forecasting, business planning, performance management, and market expansion.

- Proficiency in MS Excel, sales analytics, and CRM or sales force automation tools.

Preferred Experience:

- Significant experience in FMCG sales, regional business management, or sales leadership.

- Experience managing multi-state operations across South India.

- Strong exposure to distributor-led sales, retail execution, and primary and secondary sales.

- Demonstrated experience in leading large sales teams and achieving regional business targets.