Sales HR Manager FMCG-Coimbatore

Job description

Job Title: Sales HR Manager FMCG

Location: Coimbatore, Tamil Nadu

Industry: FMCG / Consumer Goods

Function: Human Resources Sales HR / HRBP

Reports To: Head HR / Business Head

Experience: Minimum 7-10 years, preferably with strong FMCG Sales HR experience

Qualification: MBA / PGDM / MSW in Human Resources or equivalent

CTC: Minimum Gross CTC 5 LPA to 8 LPA

Role Purpose

The role will be responsible for sales recruitment, manpower planning, employee engagement, performance management, retention, sales incentives, HR operations and capability development, while ensuring strong alignment between people practices and business objectives.

Key Responsibilities

1. Sales Recruitment & Manpower Planning

• Partner with Sales leadership to understand manpower requirements and workforce plans.
• Drive end-to-end recruitment for Sales Executives, Territory Sales Officers, Sales Officers, Area Sales Managers, Regional Sales Managers and other sales positions.
• Build a strong talent pipeline for frontline sales positions.
• Ensure timely closure of vacancies within agreed recruitment TAT.
• Conduct interviews and assess candidates for functional and behavioural competencies.
• Drive effective onboarding and induction of new sales employees.

2. Sales HR Business Partnering

• Act as the HR Business Partner for the Sales function.
• Work closely with Sales Heads, Regional Managers and Area Sales Managers on people-related matters.
• Understand field-level challenges and provide practical HR solutions.
• Support manpower productivity, organization structure and workforce planning.
• Regularly interact with field sales teams and understand employee concerns.

3. Performance Management

• Drive implementation of KRAs, KPIs and performance management processes for sales teams.
• Monitor sales-force productivity and identify performance gaps.
• Support managers in performance reviews and Performance Improvement Plans.
• Track high performers and support talent development and succession planning.
• Partner with Sales leadership to improve overall employee productivity.

4. Sales Incentives & Rewards

• Coordinate with management on sales incentive schemes and performance-linked rewards.
• Ensure accurate and timely incentive calculations and payouts.
• Review incentive effectiveness and recommend improvements.
• Drive Reward & Recognition initiatives for high-performing sales employees.

5. Employee Engagement & Retention

• Develop employee engagement initiatives for frontline and field sales teams.
• Monitor sales employee attrition and identify key reasons for turnover.
• Develop retention initiatives for critical positions and high performers.
• Conduct employee connect programs, feedback sessions and engagement activities.
• Handle employee grievances and facilitate timely resolution.

6. Learning & Development

• Identify training and capability gaps within the Sales organization.
• Coordinate product, selling skills, leadership and behavioural training programs.
• Support onboarding and induction programs for new sales employees.
• Work with Sales leadership to build career development plans for high-potential employees.

7. HR Operations & Compliance

• Ensure implementation of HR policies and processes across the Sales function.
• Maintain accurate employee records and HRMS data.
• Monitor attendance, leave, transfers, promotions and employee movements.
• Coordinate payroll, incentives and other employee-related processes.
• Ensure adherence to applicable labour laws and statutory requirements.
• Prepare and present HR MIS covering manpower, hiring, attrition, productivity and other key metrics.

8. Field HR & Business Connect

• Regularly travel to markets/territories to connect with field sales employees and managers.
• Understand ground-level people challenges and resolve them in coordination with business leaders.
• Support disciplinary and employee relations matters wherever required.
• Ensure consistent implementation of HR policies across locations.

Candidate Profile

The ideal candidate should have:

• Minimum 7-10 years of overall HR experience, preferably with 3+ years in Sales HR / HRBP roles.
• Strong experience in FMCG / Consumer Goods / Retail / Distribution environments.
• Hands-on experience managing frontline sales recruitment.
• Good understanding of sales-force structure, distributor/channel operations and field HR challenges.
• Experience in performance management, sales incentives and employee retention.
• Strong stakeholder-management and communication skills.
• Good analytical ability with strong Excel/HRMS skills.
• Willingness to travel within Tamil Nadu and other assigned markets.
• Tamil proficiency is essential; Hindi would be an added advantage.
• Preferred Candidate

Candidates currently working as:

• Sales HR Manager
• HR Business Partner Sales
• HR Manager – FMCG
• HR Manager – Sales & Distribution
• HRBP – Frontline Sales
• Senior HR Executive / Assistant Manager – Sales HR

Preference: Candidates from FMCG, Food & Beverage, Consumer Products, Personal Care, Retail or Distribution-led organizations.

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