Job Description

Job Title: Cluster Head – General Trade

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Industry : FMCG

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Experience : 12–16 years

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Job Purpose :

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To lead General Trade sales operations across the assigned cluster, drive business growth, strengthen distribution, and ensure achievement of sales and profitability targets.

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Key Responsibilities :

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- Drive primary and secondary sales across the assigned cluster.
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- Develop and execute the General Trade sales strategy to achieve revenue and volume targets.
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- Manage and strengthen the distributor and channel partner network.
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- Drive numeric distribution, outlet expansion, market coverage, and product availability.
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- Monitor sales performance, market trends, competitor activities, pricing, and trade schemes.
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- Ensure effective execution of company initiatives and promotional activities.
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- Conduct regular business reviews and take corrective actions to achieve targets.
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- Build strong relationships with distributors, retailers, and key trade partners.
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- Drive productivity and effectiveness of the sales team through regular reviews and market visits.
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- Prepare sales forecasts, MIS, and business plans for the assigned cluster.
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- Ensure adherence to company processes, credit norms, and distributor management guidelines.
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Team Management :

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- Lead and manage a large General Trade sales team across multiple territories.
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- Must have prior experience handling ASM / ASE teams or equivalent frontline and supervisory sales teams.
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- Set clear targets and KPIs and monitor team performance.
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- Coach, mentor, and develop team members to build a strong sales pipeline.
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- Ensure effective manpower deployment, territory coverage, and beat planning.
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Candidate Profile :

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- 12–16 years of relevant experience in FMCG sales, preferably with strong General Trade exposure.
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- Should have progressed through ASE/TSI → ASM → Cluster/Regional-level roles or equivalent.
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- Strong experience in distributor management, secondary sales, market expansion, and retail execution.
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- Experience managing multiple territories and a sizeable sales team.
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- Strong understanding of General Trade dynamics and FMCG distribution.
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- Excellent leadership, analytical, communication, and negotiation skills.
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- Robust commercial acumen with a proven track record of delivering sales targets.
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- Willingness to travel extensively across the assigned cluster.
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Preferred Background :

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Candidates from established FMCG / Consumer Goods / Personal Care / Food & Beverages / Home Care companies with strong General Trade experience will be preferred.

📌 Cluster Head (Kochi)
🏢 Confidential
📍 Kochi