- ROLE PURPOSE To lead and scale the companys sales and commercial business across Modern Trade, General Trade, E-Commerce and Quick Commerce, delivering sustainable revenue growth, profitable distribution, strong channel execution and market expansion. The role will combine strategic business ownership with hands-on management of key accounts, distribution, digital platforms, demand planning, commercial negotiations and sales teams.
- BUSINESS OWNERSHIP

- Modern Trade Pan-India
- Quick Commerce & E-Commerce Pan-India
- General Trade Pan India

3. KEY RESPONSIBILITIES A. Modern Trade Pan-India
- Own the Modern Trade P&L; agenda, revenue delivery, profitability and business expansion across India.
- Build and manage strategic relationships with national and regional Modern Trade accounts.
- Lead annual business planning, commercial negotiations and account-level growth plans.
- Drive timely and effective execution of promotions, activations and commercial plans.
- Accelerate new product listings and assortment expansion across relevant accounts.

B. General Trade – Pan India
- Build and scale a productive distribution network across West & South India.
- Identify, appoint and develop high-quality distributors.
- Drive primary and secondary sales growth through disciplined market execution.
- Ensure achievement of monthly sales and collection objectives.
- Strengthen market coverage and expand outlet penetration.

C. E-Commerce & Quick Commerce – Pan-India
- Own business relationships with Quick Commerce platforms and drive growth across online marketplaces.
- Drive monthly GMV and revenue targets across E-Commerce and Quick Commerce channels.
- Improve platform visibility, assortment, product availability and ranking.
- Manage product listings, pricing,



content and online visibility to improve conversion and customer acquisition.
- Plan and execute promotional campaigns and coordinate with marketing teams for online activations.
- Monitor stock health, replenishment and channel-level inventory efficiency.

Confidential – For Recruitment Consultant Use D. Demand Planning & Supply Coordination
- Forecast demand accurately across relevant sales channels.
- Coordinate inventory planning and replenishment with the supply chain team.
- Minimize stock-outs, lost sales opportunities and inventory inefficiencies.

E. Key Account & Commercial Management
- Build strong relationships with category managers, platform stakeholders, distributors and strategic customers.
- Lead commercial negotiations and secure appropriate terms, visibility opportunities and growth plans.
- Drive account-level and channel-level business reviews with clear action plans.

F. Team Leadership & Cross-Functional Collaboration
- Lead, develop and motivate regional sales teams across assigned geographies and channels.
- Conduct structured performance reviews and capability-building initiatives.
- Work closely with Marketing, Supply Chain, Finance and other internal stakeholders to ensure seamless execution.
- Coordinate Modern Trade execution across North India with relevant internal teams and stakeholders.

4. ANALYTICS, REPORTING & PERFORMANCE MANAGEMENT




- Track channel-wise and platform-wise sales performance against targets.
- Monitor profitability by channel and account.
- Maintain regular weekly and monthly business reviews covering revenue, distribution, collections, market coverage, execution, profitability, inventory and team performance.
- Ensure agreed actions are tracked to closure and performance gaps are addressed promptly.

5. KEY PERFORMANCE INDICATORS MT Revenue GT Revenue Growth E-Commerce Revenue / GMV Quick Commerce GMV Growth

Channel Profitability

Distribution Expansion

Market Coverage

Collection Efficiency

- IDEAL CANDIDATE PROFILE

- Bachelor’s degree required; MBA or equivalent preferred.
- Prior experience managing Up-to-date Trade, General Trade, E-Commerce and/or Quick Commerce channels.
- Strong commercial orientation with demonstrated ownership of revenue, profitability and business growth.
- Strong analytical, negotiation, account management and stakeholder management skills.
- Ability to manage multi-channel sales operations, distribution expansion and key customer/platform relationships.
- Strong people leadership and cross-functional collaboration capability.

7. EXECUTIVE ACCOUNTABILITY The Sales Head will be accountable for driving the assigned sales and commercial businesses in line with the company’s objectives. The role will lead revenue growth, profitability, distribution expansion, market coverage, collections, new listings, digital channel growth and execution excellence, while providing leadership to the sales teams and ensuring strong coordination across channels and functions. Plz note: People who have held atleast a Director or NSM level in the past covering Pan-India responsibility in an FMCG sector should apply.

📌 Head of Sales & Business Development - MT, GT, E-COM. & QUICK COM (Mumbai)
🏢 Maxis Clinical Sciences
📍 Mumbai