Here is a comprehensive and copy-pasteable Job Description for an FMCG Sales Head, fully formatted with functional emojis for high visual scannability:

? Job Description: Head of Sales – FMCG ?

? About the Role

We are looking for a dynamic, results-driven, and visionary Head of Sales (FMCG) to lead our commercial growth engine. You will own the entire sales strategy, drive revenue across General Trade (GT), Modern Trade (MT), and E-commerce channels, and build a high-performing field force. If you are a strategic thinker who loves numbers, thrives in a fast-paced market, and knows how to scale brands from regional to national presence, we want you on board!

- Department: Sales & Commercial
- Reporting To: Chief Executive Officer (CEO) / Managing Director
- Location: Corporate Headquarters

? Core Responsibilities

1. Strategic Growth & Revenue Ownership ?

- Formulate and execute the annual commercial sales strategy to achieve aggressive volume, value, and market share targets.
- Manage the P&L; for the sales division, optimizing trade spends, discounts, and return on investment (ROI).
- Analyze market trends and competitor activities to identify untapped white spaces and recent launch opportunities.

2. Channel Expansion & Distribution Architecture ?️

- Strengthen General Trade (GT) by expanding the distributor network, increasing numeric/weighted distribution, and improving beats.
- Drive Modern Trade (MT) relationships, managing key accounts, joint business planning (JBP), and ensuring prime shelf space.
- Accelerate E-commerce & Quick Commerce channels (B2B & B2C platforms) to capture changing consumer purchasing behaviors.

3. Team Leadership & Capability Building ?

- Lead, mentor, and inspire a multi-layered field sales team (National, Regional, and Area Managers).
- Establish clear KPIs, performance tracking metrics, and attractive incentive structures to boost productivity.




- Conduct routine field visits to coach the frontline force and understand ground-level execution realities.

4. Trade Marketing & S&OP; Collaboration ?

- Partner with Marketing to design impactful trade promotion schemes, visual merchandising, and point-of-sale displays (POSM).
- Lead the Sales & Operations Planning (S&OP;) process with supply chain teams to ensure high fill rates and zero stock-outs.

⚙️ Key Performance Indicators (KPIs)

- ? Topline Growth: Achievement of monthly, quarterly, and annual sales value and volume targets.
- ? Distribution Footprint: Growth in direct outlet reach and active billing outlets.
- ? Financial Discipline: Management of trade spend within budgets and control of outstanding receivables (DSO).
- ? Inventory Health: Accuracy in secondary sales forecasting to minimize market returns and expiry.

? Requirements & Qualifications

- ? Education: Master’s degree in Business Administration (MBA) in Marketing or a related field from a premier institute.
- ? Experience: 12–15+ years of core FMCG sales experience, with at least 3–5 years leading a national or large regional sales structure.
- ? Channel Expertise: Deep, hands-on knowledge of both traditional General Trade route-to-market systems and modern/quick commerce operations.
- ?️ Skills: Exceptional negotiation, stakeholder management, communication, and sharp analytical data-driven decision-making skills.
- ✈️ Travel: Willingness to travel extensively (up to 40-50%) across regions to review market dynamics.

If you want to tailor this further, let me know:

- What specific FMCG category is this for? (e.g., Food & Beverage, Personal Care, Cosmetics, or Home Care)
- Are you prioritizing a specific regional focus or a national role?
- Should I add details regarding a specific company culture or unique benefits?

I can refine the text to match your exact corporate profile.

📌 FMCG Sales Head (Bhubaneswar)
🏢 Green Chocy Private
📍 Bhubaneswar