To drive business growth by expanding market presence, strengthening distributor and channel relationships, increasing market share, and achieving sales and revenue targets across assigned territories.
Key Responsibilities
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Identify and develop new business opportunities across General Trade, Modern Trade, and Institutional channels.
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Appoint, manage, and motivate distributors, super stockists, and key channel partners.
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Drive primary and secondary sales to achieve volume, value, and distribution targets.
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Execute go-to-market strategies, new product launches, and promotional campaigns.
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Monitor market trends, competitor activities, pricing, and consumer behavior.
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Ensure effective visibility, merchandising, and brand presence at retail outlets.
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Manage trade schemes, discounts, and promotional spends within approved budgets.
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Coordinate with supply chain, marketing, and finance teams for smooth operations.
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Analyze sales data, prepare MIS reports, forecasts, and performance reviews.
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Lead, train, and guide the field sales team to improve productivity and coverage.
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Ensure adherence to company policies, compliance, and ethical sales practices.
Key Skills & Competencies
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Strong understanding of FMCG sales channels and distribution models
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Proven experience in distributor management and market expansion
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Excellent negotiation, communication, and relationship management skills
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Ability to analyze sales data and market intelligence
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Team leadership and people management capabilities
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High result orientation with strong execution skills
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Proficiency in MS Excel, sales reporting tools, and CRM systems
Qualifications
Key Performance Indicators (KPIs)
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Achievement of sales and revenue targets
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Growth in market share and distribution reach
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Effective execution of trade marketing initiatives
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Distributor and channel partner performance
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Team productivity and coverage efficiency