Job Description National Sales Head (Offline Sales)

Function: Sales & Distribution
Product Category: Personal Care (Baby and Mother care)

Location: Mumbai
Reports to: COO

About the Role

We are looking for a hands-on National Sales Head to build and scale our offline FMCG business across India. This is a high-ownership role for someone who can operate in fast-moving, resource-lean environments and create a strong GT + MT distribution engine from the ground up.

Key Responsibilities

Sales Growth
- Deliver national revenue and volume targets across Offline Channels (MT and GT)
- Drive profitable growth with strong control on commercials – trade spends, inventory and cashflow
- Build forecasting rhythms with Supply Chain (S&OP;).

Distribution & Route to Market
- Expand numeric distribution, deepen weighted distribution in focused markets.
- Build and manage distributor network, super stockists & regional partners.
- Drive RTM design and sales automation adoption.
- Ensure on-ground execution of visibility,



sampling & planogram compliance.
- Collaborate with marketing on promotional ideas that drive off-take.

Channel Management
- Build strong partnerships and lead JBP negotiations with MT chains (Reliance, DMart, regional chains).
- Build Independent Supermarkets and Pharmacies – Chains and Independents

Team Building & Leadership
- Hire, coach and manage regional/zonal sales teams as the organisation scales.
- Create performance culture using clear KPIs, SFA tools and structured reviews.

Experience & Qualifications
- +15 years of FMCG sales experience with 3 years in Regional/ Channel Leadership roles;
- Robust exposure to GT & MT is essential.
- Proven ability to build distributor networks and launch new markets.
- Experience in a fast-growing start-up or challenger FMCG brand is a plus.
- Comfort with hands-on execution

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