National Sales Head

Job Purpose:

To lead and scale the Modern Trade (MT) vertical across India by driving strategic growth initiatives, expanding key accounts, ensuring operational excellence, and building a high-performing team aligned with the organization’s goals.

Key Responsibilities:

Sales & Revenue Growth

Develop and implement national-level sales strategy for Modern Trade channel. Ensure achievement of revenue and volume targets across regions. Drive 90%+ achievement of annual targets, with focus on consistent month-on-month performance.

Key Account Management

Lead business development with national and regional modern trade chains (e.g., Reliance, DMart, More, Metro, etc.). Ensure addition of minimum 5 Regional/National MT (RMT/SAMT) accounts annually. Maintain strong relationships with buying teams and key stakeholders.

Terms of Trade (TOT) & Joint Business Planning (JBP)

Drive timely TOT closures with all key accounts. Ensure periodic JBP meetings and execution of agreed activities for brand visibility and volume growth.

Supply Chain & Fulfillment

Collaborate with supply chain and logistics to ensure 95% On-Time-In-Full (OTIF) deliveries to MT partners. Proactively address any supply issues to minimize service level gaps.

Store Productivity & Order Management

Ensure sustained improvement in per-store productivity. Drive Minimum Order Quantity (MOQ) adherence and optimization in each region.

Commercial & Payment Management

Oversee account-level ledger hygiene, claims management, and quarterly balance confirmations. Ensure timely payments and minimal outstanding dues across MT accounts.

Team Management & Capability Building

Lead a team of regional modern trade managers and KAMs. Train, guide, and motivate team to align with the company’s strategic goals. Monitor and improve team performance through regular reviews and coaching.

Qualifications & Experience:

• Graduate/Post-Graduate in Business/Marketing (MBA preferred)

• 12–15 years of experience in FMCG/Consumer Goods sector

• Minimum 5–7 years of experience in leading Modern Trade sales at a national or zonal level

• Proven track record in driving MT sales, TOT negotiations, and leading large teams

Key Skills & Competencies:

• Strong strategic and analytical thinking

• Excellent relationship-building and negotiation skills

• Deep understanding of MT dynamics and customer behavior

• Data-driven decision-making and execution orientation

• Strong leadership and cross-functional collaboration