Head - FMCG Sales - South India

Role Summary: Responsible for leading sales and business growth across South India, driving revenue, market share, and distribution expansion across key markets. The role involves developing regional sales strategies, managing state-level sales teams and channel partners, strengthening distributor and retail networks, driving primary and secondary sales, and ensuring profitable business growth across the region. Key Responsibilities: - Develop and execute regional sales strategies to achieve revenue, volume, profitability, and market share targets across South India. - Lead business operations across key South Indian markets, including Karnataka, Tamil Nadu, Kerala, Andhra Pradesh, and Telangana. - Drive regional business growth through distribution expansion, market penetration, and customer acquisition. - Build, manage, and strengthen distributor, super-stockist, dealer, and retail networks across general trade and modern trade channels. - Drive primary and secondary sales, ensuring effective product availability, outlet coverage, sales productivity, and stock rotation. - Lead, coach, and motivate state sales managers, area sales managers, territory sales managers, and frontline sales teams. - Develop and implement channel strategies, trade schemes, promotional campaigns, and regional sales initiatives. - Establish strong relationships with key distributors, retail chains, institutional customers, and strategic channel partners. - Monitor regional sales performance, market share, competitor activities, pricing trends, and consumer demand to identify growth opportunities. - Drive new product launches, geographic expansion, and execution of brand-building initiatives in coordination with marketing teams. - Monitor sales budgets, trade spends, distributor profitability, credit exposure, and collections to ensure profitable growth. - Establish sales KPIs, review business performance, and implement corrective actions to achieve regional objectives. - Prepare regional sales forecasts, business plans, MIS reports, and market intelligence updates for senior management. - Ensure adherence to company policies, trade practices, sales processes, and distribution standards. Key Skills & Competencies: - Strong regional sales leadership and business management capabilities. - Extensive understanding of the FMCG sales and distribution ecosystem. - Expertise in general trade, modern trade, distributor management, and channel development. - Proven ability to drive revenue growth, market share, distribution reach, and sales productivity. - Strong leadership experience in managing multi-state sales teams and large distribution networks. - Excellent negotiation, stakeholder management, and relationship-building skills. - Strong commercial acumen, including sales budgeting, trade spend management, profitability, and credit control. - Ability to analyze sales data, market trends, and business performance to drive strategic decisions. - Experience in sales forecasting, business planning, performance management, and market expansion. - Proficiency in MS Excel, sales analytics, and CRM or sales force automation tools. Preferred Experience: - Significant experience in FMCG sales, regional business management, or sales leadership. - Experience managing multi-state operations across South India. - Strong exposure to distributor-led sales, retail execution, and primary and secondary sales. - Demonstrated experience in leading large sales teams and achieving regional business targets.