Head - Sales Development - FMCG

Head - Sales Development - FMCG

Description:

Industry: FMCG (Foods, Beverages, Personal Care, Home Care, OTC, Nutrition)

Compensation: Best-in-Class + ESOPs + Performance Bonus

Role Overview

We are seeking a strategic and execution-focused Head Sales Development to build, scale, and optimize the sales engine for a high-growth FMCG powerhouse in India. This is a national leadership role responsible for driving sustainable revenue growth, expanding distribution footprint, enhancing channel productivity, and accelerating market penetration across GT, MT, E-commerce, D2C, and rural channels.

With Indias FMCG market projected to reach $220 billion by 2025, growing at 910% CAGR, and rural markets contributing 45%+ of sales, this role will own sales capability building, territory expansion, and go-to-market innovation in a category seeing explosive demand for premium, health-focused, and sustainable products.

Key Responsibilities

Sales Strategy & Execution

- Design and deploy national sales development framework to achieve 1520% YoY growth.

- Lead GTM strategy for new product launches, category expansion, and geographic penetration.

- Build rural sales engine via Project Shakti-style models, van operations, and micro-entrepreneur networks.

Channel & Territory Expansion

- Scale modern trade partnerships (Reliance, DMart, Big Bazaar, Spencers) and quick commerce (Blinkit, Zepto, Swiggy Instamart).

- Launch and grow D2C platform with subscription models, bundled offers, and influencer-led campaigns.

- Penetrate Tier 3/4 towns and rural India through stockist expansion, sub-stockist networks, and financing schemes.

- Optimize sales beat plans, journey cycles, and territory coverage using SFA/DMS tools.

Sales Capability & Team Development

- Lead a national sales development team of 50150 (Zonal SD Heads, Trainers, Analysts, Field Coaches).

- Build sales academy design training modules on selling skills, negotiation, merchandising, and digital tools.

- Implement incentive structures, KPIs, and gamification to boost field force productivity.

- Drive digital adoption SFA, CRM, predictive analytics, AI-driven demand forecasting.

Revenue & Profitability Focus

- Own secondary sales growth, SKU-wise profitability, and working capital efficiency.

- Reduce stock-outs and expiry losses through demand-sensing and inventory optimization.

- Collaborate with marketing for trade promotions, visibility schemes, and consumer pull.

- Partner with supply chain for OTIF (On-Time In-Full) delivery and cost-to-serve reduction.

- Use data analytics for assortment planning, price compliance, and competitor benchmarking.

- Pilot AI-driven route optimization, predictive selling, and customer segmentation.
Candidate Profile
Experience
- 12 to 18 years in FMCG sales, with 58 years in sales development/operations leadership.

- Proven track record of scaling distribution from 500K to 1.5M+ outlets.

- Deep expertise in GT expansion, rural penetration, and MT/quick commerce growth.

- Experience managing large field forces (5002,000+) and complex hierarchies.

- Prior success in sales transformation, digital adoption, and team capability building.
Education
- MBA from Tier-1 B-school (IIMs, ISB, XLRI, FMS, SPJIMR preferred).

- Graduation in any discipline (Engineering/Science preferred).
Key Competencies
- Sales Strategy | Distribution Management | Rural Marketing

- Team Leadership | Training & Development | P&L Understanding

- Digital Sales Tools | Analytics-Driven Decisions | Stakeholder Management

- Negotiation | GTM Execution | Change Management
Why This Role?
- National impact in Indias largest consumption category.

- Opportunity to build the sales backbone of a 5,000 Cr+ brand.

- Lead digital + rural transformation in a phygital-first FMCG world.

- ESOPs + uncapped incentives be a partner in hyper-growth.