Regional Head Sales

Job Description:

We are looking for an experienced Regional Head Sales to lead regional business growth across revenue, volume, distribution, and market expansion. The role will be responsible for developing and executing regional sales strategies, managing primary and secondary sales, strengthening distributor and customer networks, and leading the regional sales team.

The ideal candidate should have strong experience in FMCG/F&B sales, with a proven track record in General Trade, Modern Trade, distributor management, territory expansion, sales planning, and team leadership.

Key Responsibilities:

• Develop and execute regional sales strategies and business plans to achieve revenue, volume, distribution, and profitability objectives.

• Own and drive primary and secondary sales across the assigned region.

• Manage and expand General Trade (GT), Modern Trade (MT), and distributor networks.

• Identify new markets, business opportunities, and distribution channels to increase regional market coverage and penetration.

• Build and strengthen relationships with distributors, dealers, key customers, and channel partners.

• Drive product availability, visibility, merchandising, and market penetration across the region.

• Lead territory planning, target setting, sales forecasting, and resource allocation.

• Monitor regional sales performance against targets and take corrective actions to address gaps.

• Analyze market trends, competitor activities, customer requirements, pricing, and channel dynamics to identify growth opportunities.

• Prepare and review sales MIS, forecasts, budgets, dashboards, and performance reports for management.

• Lead, coach, mentor, and motivate the regional sales team to achieve business objectives.

• Establish clear performance expectations, review team productivity, and drive capability development.

• Work closely with Marketing, Supply Chain, Finance, Operations, and other functions to ensure product availability and smooth business execution.

• Drive effective execution of sales promotions, trade schemes, and market initiatives in coordination with relevant teams.

• Ensure adherence to sales processes, commercial policies, distributor governance, and organizational standards.

• Review distributor performance, inventory levels, receivables, and market execution to maintain healthy channel operations.

• Provide regular business updates and strategic recommendations to senior management.

Required Skills & Experience:

• 10 - 15 years of experience in sales and business development, preferably within FMCG, Food & Beverage, Consumer Products, or a similar industry.

• Minimum 5 years of experience in Regional, Area, or Zonal Sales Management.

• Strong experience managing Primary & Secondary Sales and regional business performance.

• Hands-on experience with General Trade, Modern Trade, distributor networks, and channel management.

• Proven experience in market expansion, distribution growth, territory planning, and sales forecasting.

• Strong experience leading and developing regional sales teams.

• Good understanding of sales MIS, business analytics, budgeting, and performance management.

• Strong commercial acumen with an understanding of pricing, trade schemes, margins, and channel profitability.

• Excellent distributor, customer, stakeholder management, negotiation, and communication skills.

• Strong analytical and problem-solving abilities with a results-oriented approach.

• Ability to manage a geographically distributed region and travel extensively as required.

• Bachelor's degree required; MBA/PGDM in Sales & Marketing would be preferred.