Executive Director – India Sales

Location: Ahmedabad
Reporting To: Board of Directors
Experience: 15+ Years
Compensation: ₹50 LPA (70% Fixed | 30% Variable)

Role Overview

We are seeking an accomplished and result-oriented Executive Director – India Sales to lead the company's commercial growth across General Trade, Modern Trade, E-commerce, CSD and other emerging channels . The role will be responsible for driving sustainable revenue growth, expanding market share, strengthening distribution networks, improving sales productivity, and building a high-performing sales organization.
The ideal candidate should possess extensive FMCG/Food industry experience with a proven track record in Go-To-Market (GTM) strategy, Route-to-Market (RTM), distribution management, Modern Trade, E-commerce, sales transformation, and channel development.

Key Responsibilities
Business Leadership
Own and deliver the overall India Sales business across General Trade, Modern Trade, E-commerce, CSD and other strategic channels in terms of revenue, volume, profitability and market share.
Drive sustainable and profitable business growth through effective commercial planning and execution.
Develop and execute the company's long-term commercial strategy aligned with business objectives.
Go-To-Market & Distribution
Develop and execute best-in-class Go-To-Market (GTM) and Route-to-Market (RTM) strategies across all sales channels.
Strengthen and expand distribution networks, ensuring optimum market coverage, outlet reach and distributor profitability.
Drive numeric distribution, weighted distribution, outlet productivity and execution excellence.
Identify white-space opportunities and lead expansion into new markets, territories and channels.
Build strong relationships with distributors, super-stockists, wholesalers, Contemporary Trade customers and key channel partners.
General Trade Excellence
Lead General Trade sales strategy across urban and rural markets.
Improve distribution efficiency, beat productivity, strike rate and outlet servicing.
Drive secondary sales growth and enhance execution at the point of sale.




Ensure effective stock availability and market coverage across the GT network.
Modern Trade & Key Accounts
Develop and execute Modern Trade growth strategies across national and regional key accounts.
Build strategic relationships with leading retail chains to maximize business opportunities.
Improve assortment, visibility, merchandising, shelf share and promotional effectiveness.
Drive Joint Business Plans (JBPs), category growth initiatives and channel profitability.
Monitor account-wise performance, profitability and return on trade investments.
E-commerce & Quick Commerce
Develop and execute the E-commerce growth strategy across marketplaces, Quick Commerce and D2C channels.
Drive revenue, market share and profitability across online platforms.
Improve digital assortment, content quality, pricing strategy, promotions and visibility.
Work closely with marketing teams on digital campaigns to drive traffic and conversion.
Monitor online sales analytics, customer insights and platform performance to identify growth opportunities.
Commercial & Business Planning
Lead Annual Operating Plans (AOP), budgeting, forecasting and demand planning.
Optimize pricing, trade spends and promotional investments.
Ensure effective inventory planning and healthy stock rotation across channels.
Analyze market trends, competition, consumer insights and pricing dynamics to drive business decisions.
Cross Functional Leadership
Partner with Marketing, Supply Chain, Finance, Manufacturing and Demand Planning teams to ensure seamless execution of business plans.
Lead successful product launches and national rollouts across all sales channels.
Drive sales automation, digital transformation and data-driven decision making.
People Leadership
Recruit,



mentor and develop a high-performing national sales organization.
Build leadership capability across Regional, Zonal and State sales teams.
Drive a performance-oriented culture through strong KPI management, accountability and execution discipline.
Review sales performance regularly and implement corrective actions to achieve business targets.

Key Requirements
15+ years of progressive leadership experience in FMCG/Food & Beverage sales.
Strong experience in managing large-scale General Trade businesses with exposure to Modern Trade and E-commerce.
Proven expertise in GTM, RTM, distribution management and channel development.
Demonstrated success in delivering aggressive revenue, volume and market share growth.
Experience managing large distributor networks and multi-state sales operations.
Strong commercial acumen with excellent analytical, negotiation and stakeholder management skills.
Proven ability to build high-performing teams and lead organizational transformation.

Preferred Experience
FMCG / Food & Beverage industry.
Experience handling General Trade, Modern Trade, E-commerce and Quick Commerce businesses.
Experience launching new products and scaling brands nationally.
Experience working with national key accounts and leading online marketplaces.
Exposure to digital sales transformation and sales automation initiatives.

Key Success Metrics (KPIs)
Business Performance
Revenue Growth
Volume Growth
EBITDA Contribution
Gross Margin Improvement
Market Share Growth
Distribution
Numeric Distribution
Weighted Distribution
Outlet Coverage Expansion
Rural Penetration
Distributor Productivity
Modern Trade
Key Account Growth
Shelf Share & Assortment
JBP Execution
Trade ROI
Channel Profitability
E-commerce
GMV Growth
Market Share
Quick Commerce Growth
Digital Availability
Conversion & ROI
Online Channel Profitability
Sales Excellence
Forecast Accuracy
Secondary Sales Growth
Sales Team Productivity
Beat Productivity
Strike Rate
Sales Force Effectiveness

📌 Executive Director - India Sales (Bengaluru)
🏢 Minds And Values
📍 Bengaluru