Role: State Head Sales (AlcoBev)

Role Overview

We’re looking for a strong State Head who can take complete ownership of the business in the assigned state. This role is not just about driving sales numbers, but also about building a profitable and sustainable business. You’ll be managing everything from revenue and distribution to compliance, team performance, and relationships with key stakeholders.

If you understand the excise landscape well, enjoy being on the ground, and can balance growth with profitability, this role is for you.

What You’ll Be Responsible For

Driving Sales & Growth

- Own and deliver the state’s sales targets across all channels.
- Plan demand well and ensure smooth flow between primary and secondary sales.
- Focus on profitable growth, not just volume-keeping margins in check while growing the business.
- Keep a close eye on competition and work towards increasing market share.

Distribution & Market Coverage

- Ensure the brand is available across key outlets and markets.
- Strengthen the distributor network and bring in current partners where needed.
- Maintain healthy inventory levels and ensure no stock-outs or ageing issues.
- Drive Width of Distribution (WOD) by expanding reach and outlet coverage.

Owning the State P&L;

- Manage the complete P&L; for the state including manpower, schemes, branding, activations, and trade marketing spends.
- Take ownership on schemes, investments and over-head expenses with a clear focus on ROI.
- Keep a tight control on costs, leakages, and overall profitability.

Collections & Financial Discipline

- Ensure timely collections from distributors and key accounts.
- Monitor outstanding payments and stick to credit norms.
- Keep working capital under control and avoid overdue risks.





Regulatory & Compliance

- Handle coordination with excise authorities for licenses, renewals, label registrations, and approvals.
- Stay updated on state regulations and ensure full compliance at all times.
- Make sure all documentation and reporting is accurate and on time.

Trade Marketing & Execution (with the help of trade marketing team at HO & regional support)

- Drive visibility in the market through activations, and branding initiatives.
- Plan and execute campaigns around key consumption periods.
- Track what competitors are doing and ensure we stay competitive in the market.

SFA & Sales Discipline

- Ensure teams are using SFA tools effectively and data is accurate.
- Use data and insights to track performance and take corrective actions quickly.

Team Leadership

- Lead a team of TSEs, ASMs, and on-ground staff.
- Set clear goals, track performance, and build accountability.
- Focus on developing the team and building a strong performance culture.

Stakeholder Management

- Build strong relationships with key retailers, wholesalers, and partners.
- Ensure smooth execution during peak seasons and high-demand periods.

Reporting & Insights

- Share regular updates on sales, collections, market challenges, and opportunities.
- Bring forward insights that can help grow the business and improve performance.

What We’re Looking For

- 8–15 years of experience in Sales, preferably in Alcohol Beverages
- Good understanding of excise policies and how the market works in the state.
- Experience in managing distributors, driving collections, and leading teams.
- Strong commercial understanding with hands-on P&L; experience.

Someone who is proactive, practical, and comfortable working in a fast-paced, on-ground role

📌 State Head Sales (South Goa)
🏢 Indospirit
📍 South Goa