Position: State Head - General Trade (FMCG)

Location: Jaipur, Rajasthan
Department: Sales & Distribution
Reporting To: National Sales Head / Regional Sales Head
Industry: FMCG (Fast-Moving Consumer Goods)
Channel: General Trade (GT)

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1. You said:

JD FOR state head in FMCG COMPANY doing General Trade for Jaipur- rajasthan

2. ChatGPT said:

Here is a professional Job Description (JD) for a State Head - General Trade (FMCG) for Rajasthan, based in Jaipur, suitable for recruitment, job portals, or internal hiring.

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JOB DESCRIPTION

Position: State Head - General Trade (FMCG)

Location: Jaipur, Rajasthan
Department: Sales & Distribution
Reporting To: National Sales Head / Regional Sales Head
Industry: FMCG (Quick-Moving Consumer Goods)
Channel: General Trade (GT)

1. Job Purpose

To lead and drive General Trade sales across Rajasthan by developing the state sales strategy, expanding market reach, strengthening the distribution network, improving retail penetration, and achieving sales and profitability targets. The role will be responsible for managing the state sales team, distributors, wholesalers, and retail networks to ensure sustainable business growth.

2. Key Responsibilities

A. Sales & Business Growth

- Drive state-level sales volume, value, revenue, and market share targets across Rajasthan.
- Develop and execute annual, quarterly, and monthly sales plans aligned with company objectives.
- Identify growth opportunities across urban, semi-urban, and rural markets.
- Ensure achievement of primary and secondary sales targets.
- Monitor sales performance by territory, distributor, product category, and SKU.

B. Distribution & Market Expansion

- Expand the distribution network by appointing new distributors and strengthening existing partnerships.
- Drive numeric distribution, weighted distribution, outlet coverage, and retail penetration.
- Develop market expansion plans for Jaipur, Jodhpur, Udaipur, Kota, Ajmer, Bikaner, Alwar, and other key markets across Rajasthan.
- Improve distributor productivity, beat coverage, sales per outlet, and average order value.
- Ensure effective implementation of route plans, beat plans, and territory mapping.

C. Team Leadership & Development

- Lead, manage, and motivate the state sales team, including Regional Sales Managers, Area Sales Managers, Territory Sales Officers, and sales representatives.
- Set clear targets, review performance, and drive accountability across the team.




- Conduct regular market visits and joint working with sales teams.
- Identify training needs and develop team capabilities in sales execution, negotiation, distribution management, and retail servicing.
- Build a high-performance sales culture focused on growth and execution excellence.

D. Distributor & Channel Management

- Develop strong relationships with distributors, wholesalers, stockists, and key retailers.
- Ensure distributor ROI, healthy inventory levels, timely collections, and efficient order processing.
- Monitor credit exposure, outstanding payments, and adherence to company credit policies.
- Ensure availability of the right product assortment at the distributor and retail levels.
- Resolve channel-related issues and improve distributor satisfaction and productivity.

E. Trade Marketing & Market Execution

- Execute trade promotions, retailer schemes, consumer offers, and visibility initiatives.
- Ensure effective merchandising, product display, point-of-sale visibility, and in-store execution.
- Coordinate with marketing and trade marketing teams for local activations and market development initiatives.
- Monitor competitor pricing, promotional activities, new launches, and market trends.
- Ensure compliance with company sales processes, pricing policies, and trade schemes.

F. Business Planning & Performance Monitoring

- Prepare state-level sales forecasts, budgets, and business plans.
- Track primary sales, secondary sales, stock availability, collections, and sales productivity.
- Analyse sales data and take corrective action to address gaps against targets.
- Prepare monthly business reviews and periodic performance reports for senior management.
- Coordinate with supply chain, finance, marketing, and customer service teams to ensure seamless execution.

3. Key Performance Indicators (KPIs)

- Achievement of primary and secondary sales targets.
- State revenue and volume growth.
- Numeric distribution and retail outlet penetration.
- Active distributor base and distributor productivity.
- Beat adherence and productive outlet coverage.
- New market and rural distribution expansion.
- Sales team productivity and target achievement.




- Collection efficiency and outstanding control.
- Stock availability, inventory management, and expiry/damage control, where applicable.
- Trade scheme effectiveness and visibility execution.

4. Qualifications & Experience

- Graduate in any discipline; MBA/PGDM in Sales and Marketing preferred.
- Typically 10-15 years of experience in FMCG sales, with significant exposure to General Trade.
- Prior experience handling a state or large regional sales territory is preferred.
- Strong experience in distributor management, secondary sales, retail expansion, and sales team leadership.
- Experience managing Rajasthan or a comparable multi-territory market will be an advantage.

5. Required Skills & Competencies

- Strong leadership, team management, and execution capabilities.
- Excellent understanding of FMCG General Trade distribution models.
- Strong commercial acumen and analytical skills.
- Expertise in sales forecasting, territory planning, and business reviews.
- Effective distributor negotiation and relationship management.
- Ability to drive growth in urban, semi-urban, and rural markets.
- Proficiency in MS Excel, sales reporting systems, and CRM/SFA tools.
- Strong communication, decision-making, and problem-solving skills.

6. Role Expectations

The State Head will be accountable for building a strong and scalable General Trade business across Rajasthan, delivering sustainable sales growth, increasing market penetration, improving distribution productivity, and developing a capable sales organization.

Preferred Candidate: An FMCG sales professional with a proven track record of managing General Trade operations, driving distribution-led growth, and leading a state-level sales team.

Recommended profile for hiring

For a State Head position in an FMCG company, I would generally target candidates with:

- Experience: 10-15 years in FMCG sales, including meaningful state or regional leadership exposure.

- Channel expertise: General Trade, distributor appointment, wholesale network, and retail expansion.

- Geographical exposure: Rajasthan experience preferred, particularly Jaipur and key urban and rural markets.

- Leadership: Experience managing Area Sales Managers, Territory Sales Officers, and a multi-level distribution network.

To tailor this JD further: Is your FMCG company into Food & Beverages, Personal Care, Home Care, or another category? The ideal experience, team structure, and KPIs can vary significantly by category.

📌 State Head | FMCG | Jaipur (India)
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