National Sales Head - General Trade (Consumer Business)

What you´ll do

• GTM Strategy Development & Execution: Create and implement the Go-To-Market (GTM) strategy for general trade across India, ensuring alignment with brand objectives and market conditions.
• P&L Management: Take full accountability for the profit and loss (P&L) of the general trade channel, ensuring financial targets are met and exceeded.
• Sales & Distribution Management: Lead the execution of BTL (Below-the-Line) activities, driving sales and expanding distribution in line with the brand’s objectives.
• Operational Excellence: Implement best practices in sales operations, ensuring the highest level of efficiency and effectiveness in general trade.
• Channel Coverage Expansion: Increase market coverage and penetration by implementing tailored strategies for each brand within the general trade sector.
• Distributor Management: Manage relationships with key distributors, ensuring distribution in targeted outlets, ROI, AR, and adherence to contract terms.
• Team Development: Build and lead a high-performing team consisting of Regional Sales Managers (RSMs), Business Development Managers (BDMs), Business Development Executives (BDEs), and Sales Officers (SOs).
• BA Network Development: Develop and manage the Business Associates (BA) network for the region, ensuring adequate manpower allocation for effective market coverage.
• Market and Channel Planning: Regularly review and analyze market trends and channel performance to identify growth opportunities and refine business strategies.
• Market & DB Recovery: Focus on market recovery and Distributor Business (DB) recovery to ensure financial health of the channel.
• Cost Control: Oversee cost-to-sales ratios, ensuring optimal manpower allocation on the ground and efficient spend on BTL activities.
• Channel Partner Financial Hygiene: Ensure that financial hygiene and business processes are followed by all channel partners to maintain a healthy business ecosystem.