Job Title: Head Sales
- HH (Home & Hygiene) Division

Location:
Dewas Naka, Indore Department: Sales Reporting: Management Job Purpose: The incumbent shall lead and drive the sales strategy, revenue growth, market penetration and distribution expansion of the Home & Hygiene Division of Mysore Deep Perfumery House. The incumbent shall be responsible for achieving sales and profitability targets of ‘Handwash’, ‘Bodywash’, ‘Liquid soap’ and ‘shining powder’, strengthening general trade presence, developing alternative sales channels, improving sales productivity and building a high-performing sales Organisation. Principle Job

Responsibilities:
A. Sales Strategy and Business Planning
• Develop the annual sales strategy and business plan for the Home & Hygiene Division, which includes product categories – Handwash, Bodywash, Liquid soap and shining powder in alignment with the organisation’s growth and profitability objectives.
• Translate business targets into channel-wise, region-wise, product-wise sales plans
• Establish sales targets and performance benchmarks for regional and frontline sales teams.
• Identify growth opportunities in existing and new markets, product categories and distribution channels.
• Develop short-term and long-term strategies for market penetration, customer acquisition, distribution expansion and revenue growth.
• Monitor market trends, competitor activities, pricing movements and changing consumer preferences to identify business opportunities. B. Revenue Growth and Profitability
• Achieve the division’s annual and monthly sales, volume, revenue and contribution targets.
• Drive profitable growth through effective product mix, pricing discipline, channel mix and trade investment management.
• Monitor primary sales, secondary sales, distributor inventory and market offtake to ensure sustainable business growth.
• Analyse sales performance against budgets, forecasts and previous-period performance, and implement corrective actions.
• Work with Finance to monitor contribution margins, trade schemes, discounts, claims, credit exposure and sales-related costs.
• Identify underperforming products, territories and channels and develop time-bound improvement plans. C. Distribution and Market Expansion
• Develop and strengthen the distribution network across general trade, wholesale, organised retail and other relevant channels.
• Expand geographical reach by identifying potential markets, appointing distributors and increasing outlet coverage that is commercially viable and aligned with supply chain capacity.
• Review distributor performance, infrastructure, financial capacity, market coverage and service standards. D. Channel and Customer Management
• Build strong relationships with distributors, wholesalers, key accounts, organised retail chains and institutional customers.
• Develop account plans for strategic customers, including sales targets, assortment, promotional calendars and profitability objectives.




• Ensure execution of trade schemes as per Management approvals.
• Drive appropriate product assortment, shelf availability, merchandising and promotional execution at retail outlets.
• Monitor customer service levels, order fulfilment, claims, returns and customer satisfaction.
• Resolve significant channel conflicts and customer escalations in coordination with relevant functions. E. Sales Operations and Market Execution
• Establish effective systems for sales forecasting, target allocation, beat planning, route productivity and sales reporting.
• Monitor primary sales, secondary sales, stock movement, market coverage and product availability through periodic reviews.
• Ensure disciplined implementation of pricing, schemes and trade policies.
• Drive field productivity through structured market visits, distributor reviews and joint working with frontline teams.
• Ensure appropriate use of sales automation tools and other reporting platforms.
• Review territory-level performance and take corrective action on gaps in distribution, productivity, execution and target achievement.
• Ensure timely and accurate sales information to support business decisions and demand planning. F. Product Portfolio and Category Growth
• Work with Marketing and Current Product Development teams to identify consumer needs, category opportunities and product gaps.
• Provide market feedback on product performance, consumer preferences, pricing, packaging and competitive positioning.
• Support the launch and market introduction of new products through distribution planning, sales training and execution tracking.
• Drive growth across the relevant portfolio, including hand wash, dish wash, body wash, etc.
• Monitor SKU-level performance, assortment effectiveness, product availability and sales contribution.
• Recommend rationalisation of low-performing products and expansion of high-potential categories in consultation with Marketing and management. G. Sales Forecasting
• Prepare rolling sales forecasts in coordination with Production and Finance teams.
• Ensure alignment between sales plans, production capacity, inventory availability and distribution requirements.
• Monitor stock-outs, excess inventory, slow-moving products, ageing stock and market returns.
• Coordinate promotional and seasonal demand planning to ensure timely product availability.
• Work with SCM to improve order fulfilment, dispatch planning and service levels.
• Provide timely inputs on market demand, product launches, scheme volumes and regional sales trends. H. Sales Team Leadership and Capability Development
• Lead,



mentor and develop the regional and frontline sales organisation.
• Define clear performance goals, territory responsibilities and accountability for each level of the sales hierarchy.
• Establish structured performance reviews, market visits, coaching sessions and capability-building interventions.
• Identify high-potential sales employees and develop succession plans for critical roles.
• Improve salesforce productivity, target achievement, retention and overall team effectiveness.
• Drive a performance-oriented culture based on customer focus, market discipline, collaboration and ethical business practices.
• Ensure that sales incentive structures support business priorities, profitable growth and sustainable market development. I. Trade Marketing and Sales Promotion
• Partner with Marketing to develop and execute trade promotions, retailer engagement programmes and market activation initiatives.
• Evaluate the effectiveness of schemes, visibility investments, promotional spending and merchandising activities.
• Ensure consistent implementation of brand communication and product positioning at the point of sale.
• Measure promotional returns and ensure adherence to approved budgets and commercial guidelines. J. Governance, Controls and Reporting
• Ensure compliance with approved pricing, discount and distributor appointment policies.
• Ensure appropriate documentation and control over sales schemes, market expenses, claims and promotional spending.
• Review sales dashboards and prepare periodic business performance reports for senior management.
• Promote ethical sales practices and compliance with applicable laws and company policies. Knowledge, Skills & Abilities:
• Business Planning Skills
• Analytical thinking and structured problem-solving.
• Collaborative Skills and Stakeholder management
• Communication skills.
• Team leadership and capability development.
• Sales Analytics, MIS and Sales Automation
• Channel and key Account Management
• Competitive Intelligence
• Negotiation Skills
• Business Acumen Educational Qualifications & Work

Experience:
• Graduate in any discipline; preferably in Business Administration, Commerce or a related field.
• MBA / PGDM in Sales, Marketing or Business Management preferred.
• Relevant sales leadership training or certifications will be an added advantage.
• 15-20 years of experience in FMCG Sales with a significant exposure to distribution led businesses.

About the company
- MDPH is a leading FMCG company in India that owns household Brands like Zed Black, Manthan, DinDin, Coach, Orva & more. MDPH provides direct employment to over 4,000 people, has a range of 1200+ SKUs, a network of over 3,500 distributors, and has invested in 4 manufacturing plants, 39 distribution centers, and an overseas office in New York. MDPH exports to 40+ countries. Zed Black Agarbatti is endorsed by MS Dhoni, Manthan Dhoop is endorsed by Hrithik Roshan, and DinDin Confectionery is endorsed by Doraemon.

📌 Head Sales – HH Division (Indore)
🏢 Mysore Deep Perfumery House
📍 Indore