Head - Sales - FMCG/Consumer Durables

HEAD OF SALES About the company An established Indian consumer-products business with a growing presence in the grooming, personal-care and allied consumer categories is hiring for a Head of Sales. 1. Position & Hiring Parameters Location: South Mumbai; market-facing, extensive travel across India Experience: 12-15 years relevant FMCG sales/distribution leadership 2. Role Mandate - Senior commercial leadership / Head of Sales level, with a clear path to Chief Revenue Officer or Commercial Head as the business scales. - Own the revenue engine: pan-India sales organisation, distribution expansion, sales-force productivity, channel relationships, commercial discipline and target delivery. - Hands-on market operator rather than a corporate-office-only sales administrator; extensive market travel and direct engagement with distributors, wholesalers, CNFs and field teams are intrinsic to the role. 3. Education Level & Qualifications - Preferred: MBA / PGDM in Sales, Marketing, General Management or a related commercial discipline from a credible institution. - Also acceptable: Bachelor's degree in business, Commerce, Economics or another relevant discipline with strong FMCG sales leadership evidence. - Education is secondary to demonstrated distribution leadership, primary/secondary/tertiary sales understanding and measurable revenue delivery. - Professional sales certifications are supplementary and should not substitute for operating experience. 4. Required Skills & Competencies - Pan-India FMCG general-trade distribution; distributor, super-stockist, wholesaler and CNF management. - Primary, secondary and tertiary sales mechanics; sell-in versus actual market movement; SKU-level and territory-level performance diagnosis. - Sales-force design, recruitment, coaching, territory allocation, target setting, review cadence and accountability systems. - Trade schemes, sales incentives, channel economics, negotiation and distributor productivity. - New-product commercialisation: geographic rollout, distribution targets, channel strategy, retailer/wholesaler activation and repeat-sales follow-through. - Sales MIS, dashboards, forecasting, weekly/monthly/quarterly reviews and corrective-action management. - Strong commercial judgement, field orientation, negotiation ability, resilience, pace and willingness to travel extensively. Preferred Candidates - P&G and Gilette