Role & responsibilities

1. GT Sales Strategy & Revenue Growth:

- Own and deliver the annual GT revenue targets for all product categories
- Develop and execute the GT go-to-market strategy including channel prioritisation, geography expansion, and distributor network planning.
- Identify whitespace opportunities in existing and new markets and drive new outlet additions across Tier 1 & 2 markets
- Implement trade schemes, promotional programmes, and seasonal activations with a sharp focus on ROI.

2. Distributor & Channel Management

- Appoint, onboard, and manage distributors and super-stockists across assigned territories.
- Ensure healthy distributor ROI, optimum inventory management, and consistent secondary sales performance.
- Build strong distributor relationships and act as the primary point of contact for trade partners.

3. Beauty & Fragrance Category Expertise

- Leverage deep knowledge of the beauty and personal care GT landscape to craft category-specific sales strategies
- Understand product positioning, price architecture, and competitive dynamics within the GT workplace.
- Drive focus SKU visibility, shelf share, and rate of sale across key GT counters




- Collaborate with the brand team to translate BTL and marketing investments into measurable GT sell-out impact.

4. Field Team Leadership

- Recruit, train, and lead a high-performing team of Area Sales Managers, TSO/TSE across the GT territory.
- Set clear targets, review performance regularly, and build a culture of accountability and execution excellence.
- Coach field teams on category storytelling, retailer engagement, and effective in-store merchandising.
- Drive field productivity through structured beat planning, journey plans, and outlet coverage norms.

5. Reporting, Analytics & Cross-Functional Collaboration

- Provide market intelligence inputs on competitor activity, pricing moves, and retailer sentiment.
- Partner with supply chain and commercial teams to ensure product availability and timely fulfilment across the channel.
- Work closely with the brand and D2C teams to ensure integrated go-to-market plans and consistent consumer messaging.

Preferred candidate profile

- 8-12 years of experience in GT/traditional trade sales, with at least 3 years in a lead/ managerial role
- MBA or equivalent
- Experience managing large field teams and strong understanding of the up-to-date GT landscape

📌 Sales Lead (Ahmedabad)
🏢 Marico
📍 Ahmedabad