Sales Head – FMCG , 10-15 yrs exp , ChennaiLocation: Chennai, Tamil Nadu

Territory: Entire Tamil Nadu

Function: Sales & Business Development

Experience: 10–15 years of FMCG sales experience, with strong Tamil Nadu market exposure.The candidate should have experience in General Trade, Modern Trade, E-commerce/Quick Commerce, and statewide sales leadership.Strong distributor network, team management, commercial acumen, and Tamil & English communication skills are essential.Experience in Spices/Masala or packaged food FMCG companies will be highly preferred.

Key Responsibilities

Overall Sales and P & L Delivery Develop the annual sales plan, channel strategy and territory-wise sales budgets.  Deliver agreed revenue, volume, distribution and profitability targets.  Translate annual targets into monthly, territory-wise, channel-wise and salesperson-wise targets.  Monitor sales performance closely and implement corrective actions where required.  Drive sustainable and profitable growth rather than sales based purely on discounting or trade loading.General TradeStrengthen and Expand Existing Network of approximately 13,000 General Trade outlets across Tamil Nadu. Significantly increasing numeric and weighted distribution across Tamil Nadu. Strengthening distributor coverage and improving distributor productivity.

 Identifying white spaces and appointing distributors/sub-distributors where required.

 Improving outlet productivity, range selling and SKU penetration.

 Driving secondary and tertiary sales rather than focusing only on primary billing.

 Improve sales force productivity, beat efficiency, outlet coverage and order conversion.

 Build strong relationships with distributors, wholesalers and key retailers.

 Ensure product availability, visibility and freshness across the market.

Modern Trade





 Developing relationships with national and regional Up-to-date Trade chains operating in Tamil Nadu.

 Negotiating listings, commercial terms, margins, promotions, visibility and annual agreements.

 Expanding the product presence across relevant supermarket and hypermarket chains.

 Developing account-wise Joint Business Plans for major customers.

 Ensuring availability and the right assortment across stores.

 Planning promotions and measuring their effectiveness and ROI.

 Managing Modern Trade receivables, claims and commercial issues.

 Building Modern Trade into a significant and profitable sales channel for the product.

Ecommerce and Quick Commerce

 Establishing and strengthening relationships with major E-commerce and Quick Commerce platforms.

 Ensuring optimum product assortment, pricing, availability and visibility.

 Working closely with platform/category teams on promotions and growth plans.

 Developing channel-specific packs, promotions or strategies where commercially appropriate.

 Monitoring platform-wise sales, margins, advertising/promotional spends and profitability.

 Driving strong growth in online sales while maintaining appropriate channel economics.Sales Team Leadership

 Lead, manage and develop the statewide sales team.

 Establish clear KPIs and performance expectations for every level of the sales organisation.

 Conduct structured monthly, weekly and territory-wise performance reviews.

 Spend significant time in the market with the sales team, distributors and customers.

 Coach and train the team on selling skills,



distributor management, negotiation, merchandising and execution.

 Identify high-potential employees and develop the next level of sales leadership.

 Build a culture of accountability, ownership, discipline and high performance.

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Distribution and Route to Market

 Continuously evaluate and improve the product's route-to-market model.

 Optimise distributor territories and sales beats.

 Establish appropriate distributor ROI and working-capital norms.

 Monitor distributor inventory and minimise ageing and expiry.

 Improve fill rates and product availability.

 Develop effective distribution strategies for urban, semi-urban and rural Tamil Nadu markets.

 Identify underpenetrated districts, towns and channels and develop expansion plans.

Trade Marketing and Market Execution

 Work closely with the Marketing team to translate brand strategy into strong market execution.

 Develop trade schemes and channel-specific promotional programmes.

 Drive superior in-store visibility and merchandising.

 Ensure new product launches achieve rapid distribution and placement.

 Provide market feedback on consumer preferences, competition, pricing and retailer behaviour.

 Track competitor activities and recommend appropriate responses.

 Evaluate the effectiveness and ROI of trade promotions.

Sales Analytics and Forecasting

 Establish a strong MIS and review system covering primary, secondary and tertiary sales.

 Monitor performance by SKU, distributor, salesperson, district, channel and customer.

 Prepare accurate monthly sales forecasts.

 Work with Supply Chain and Production teams to ensure adequate inventory availability.

Interested candidates are requested to share their updated resume to [email protected] or contact (phone hidden)

Work Location: In person

📌 Sales Head (Chennai)
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📍 Chennai