Head - Sales - FMCG/Consumer Durables

HEAD OF SALES

About the company

An established Indian consumer-products business with a growing presence in the grooming, personal-care and allied consumer categories is hiring for a Head of Sales.

1. Position & Hiring Parameters

Location: South Mumbai; market-facing, extensive travel across India

Experience: 12-15 years relevant FMCG sales/distribution leadership

2. Role Mandate

• Senior commercial leadership / Head of Sales level, with a clear path to Chief Revenue Officer or Commercial Head as the business scales.
• Own the revenue engine: pan-India sales organisation, distribution expansion, sales-force productivity, channel relationships, commercial discipline and target delivery.
• Hands-on market operator rather than a corporate-office-only sales administrator; extensive market travel and direct engagement with distributors, wholesalers, CNFs and field teams are intrinsic to the role.

3. Education Level & Qualifications

• Preferred: MBA / PGDM in Sales, Marketing, General Management or a related commercial discipline from a credible institution.
• Also acceptable: Bachelor's degree in business, Commerce, Economics or another relevant discipline with strong FMCG sales leadership evidence.
• Education is secondary to demonstrated distribution leadership, primary/secondary/tertiary sales understanding and measurable revenue delivery.
• Professional sales certifications are supplementary and should not substitute for operating experience.

4. Required Skills & Competencies

• Pan-India FMCG general-trade distribution; distributor, super-stockist, wholesaler and CNF management.
• Primary, secondary and tertiary sales mechanics; sell-in versus actual market movement; SKU-level and territory-level performance diagnosis.
• Sales-force design, recruitment, coaching, territory allocation, target setting, review cadence and accountability systems.
• Trade schemes, sales incentives, channel economics, negotiation and distributor productivity.
• New-product commercialisation: geographic rollout, distribution targets, channel strategy, retailer/wholesaler activation and repeat-sales follow-through.
• Sales MIS, dashboards, forecasting, weekly/monthly/quarterly reviews and corrective-action management.
• Strong commercial judgement, field orientation, negotiation ability, resilience, pace and willingness to travel extensively.

Preferred Candidates - P&G and Gilette