FMCG Sales Head

Here is a comprehensive and copy-pasteable Job Description for an FMCG Sales Head , fully formatted with functional emojis for high visual scannability: 📋 Job Description: Head of Sales – FMCG 🚀 🏢 About the Role We are looking for a dynamic, results-driven, and visionary Head of Sales (FMCG) to lead our commercial growth engine. You will own the entire sales strategy, drive revenue across General Trade (GT), Modern Trade (MT), and E-commerce channels, and build a high-performing field force. If you are a strategic thinker who loves numbers, thrives in a fast-paced market, and knows how to scale brands from regional to national presence, we want you on board! Department: Sales & Commercial Reporting To: Chief Executive Officer (CEO) / Managing Director Location: Corporate Headquarters 🎯 Core Responsibilities 1. Strategic Growth & Revenue Ownership 📊 Formulate and execute the annual commercial sales strategy to achieve aggressive volume, value, and market share targets. Manage the P&L for the sales division, optimizing trade spends, discounts, and return on investment (ROI). Analyze market trends and competitor activities to identify untapped white spaces and new launch opportunities. 2. Channel Expansion & Distribution Architecture 🗺️ Strengthen General Trade (GT) by expanding the distributor network, increasing numeric/weighted distribution, and improving beats. Drive Modern Trade (MT) relationships, managing key accounts, joint business planning (JBP), and ensuring prime shelf space. Accelerate E-commerce & Quick Commerce channels (B2B & B2C platforms) to capture changing consumer purchasing behaviors. 3. Team Leadership & Capability Building 👥 Lead, mentor, and inspire a multi-layered field sales team (National, Regional, and Area Managers). Establish clear KPIs , performance tracking metrics, and attractive incentive structures to boost productivity. Conduct routine field visits to coach the frontline force and understand ground-level execution realities. 4. Trade Marketing & S&OP Collaboration 🤝 Partner with Marketing to design impactful trade promotion schemes, visual merchandising, and point-of-sale displays (POSM). Lead the Sales & Operations Planning (S&OP) process with supply chain teams to ensure high fill rates and zero stock-outs. ⚙️ Key Performance Indicators (KPIs) 📈 Topline Growth: Achievement of monthly, quarterly, and annual sales value and volume targets. 🏬 Distribution Footprint: Growth in direct outlet reach and active billing outlets. 💳 Financial Discipline: Management of trade spend within budgets and control of outstanding receivables (DSO). 📦 Inventory Health: Accuracy in secondary sales forecasting to minimize market returns and expiry. 🌟 Requirements & Qualifications 🎓 Education: Master’s degree in Business Administration (MBA) in Marketing or a related field from a premier institute. 💼 Experience: 12–15+ years of core FMCG sales experience, with at least 3–5 years leading a national or large regional sales structure. 🌐 Channel Expertise: Deep, hands-on knowledge of both traditional General Trade route-to-market systems and modern/quick commerce operations. 🗣️ Skills: Exceptional negotiation, stakeholder management, communication, and sharp analytical data-driven decision-making skills. ✈️ Travel: Willingness to travel extensively (up to 40-50%) across regions to review market dynamics. If you want to tailor this further, let me know: What specific FMCG category is this for? (e.g., Food & Beverage, Personal Care, Cosmetics, or Home Care) Are you prioritizing a specific regional focus or a national role ? Should I add details regarding a specific company culture or unique benefits? I can refine the text to match your exact corporate profile.