Country Head - Sales & Commercial - FMCG

Company Profile: FMCG - Beverages - CSD Position: Country Head - Sales & Commercial Location: Overseas Reports To: Managing Director / CEO Key Requirements: - Lead the country's sales and commercial strategy to drive sustainable revenue, profitability, volume, and market-share growth across sparkling and still beverage categories. - Develop and execute Route-to-Market (RTM) strategies across channels, geographies, and customer segments to improve coverage, productivity, and cost-to-serve. - Drive Revenue Growth Management (RGM) through pricing, product mix, premiumization, promotions, assortment, and trade-investment optimization. - Lead strategic relationships with Modern Trade, General Trade, HORECA, Convenience, and E-commerce customers, including negotiations, listings, promotions, terms, and Joint Business Plans. - Build, develop, and optimize a strong distributor and wholesaler network, ensuring effective infrastructure, coverage, availability, visibility, and execution standards. - Establish commercial excellence frameworks, KPIs, dashboards, and performance routines to strengthen sales effectiveness and governance. - Lead and develop a large, multi-layered sales and commercial team, including DSMs, KAMs, field execution, RTM, and trade marketing teams. - Partner with Marketing, Supply Chain, Finance, and Operations to align demand planning, product launches, trade activities, and service levels. - Monitor market trends, competitor activities, consumer insights, and channel developments to identify growth and market-share opportunities. - Own the annual business plan, scenario planning, resource allocation, and commercial priorities for the country. - Present business performance, risks, opportunities, and strategic recommendations to the MD/CEO and regional stakeholders. Desired Candidate: - 15+ years of experience in FMCG/Beverages sales and commercial leadership, with strong exposure to CSD - sparkling and still categories. - Proven experience in RTM, distributor management, key accounts, trade marketing, and Revenue Growth Management (RGM). - Demonstrated track record of delivering strong revenue growth, profitability, and market-share improvement in multi-channel markets. - MBA or advanced degree preferred. - Strong strategic thinking, commercial acumen, negotiation, analytics, and stakeholder management skills. - Proven ability to lead and develop large, multi-layered sales and commercial teams. - Strong execution discipline, operational excellence, change leadership, and cross-functional collaboration. Contact: Rina Arun / Neha Sharma, 9898874338