FMCG Sales Head

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 new 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.