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Sales Strategy & Route-to-Market Execution

• Drive territory management, outlet coverage, and call completion rates across all assigned distribution channels.
• Execute promotional trade activities and volume-driving initiatives to hit monthly, quarterly, and annual sales targets.
• Oversee stock forecasting and inventory rotation (FIFO) to prevent out-of-stock and ex-date product scenarios.

Team Leadership & Performance Management

• Directly manage Area Sales Managers, Supervisors, and Van Sales teams.
• Conduct regular field rides to coach sales reps on negotiation, route efficiency, and store presentation/merchandising standards.
• Set KPIs, monitor daily/weekly target achievements, and manage team incentives.

Channel & Key Account Management

• Build and sustain relationships with key wholesalers, key retail chains, and high-volume beverage/tobacco stockists.
• Ensure strict compliance with channel-specific pricing structures, trade terms, and credit limits.

Market Intelligence

• Track competitor pricing, promo schemes, and new product launches; report insights regularly to senior management.

• Experience: 6–10 years of progressive sales experience in FMCG distribution, with at least 3+ years in a senior leadership role handling FMCG, liquor, or beverage portfolios.
• Education: Bachelor’s degree in Business Administration, Marketing, or a related field (Master’s degree is a plus).
• Industry Knowledge: Deep understanding of traditional trade (wholesalers, mom-and-pop shops) and modern trade distribution models, van sales operations, and local excise/tobacco compliance regulations.
• Skills: Strong numerical/analytical skill set for forecasting and trade spend calculation, exceptional negotiation abilities, and team leadership.
• Mobility: Willingness to travel extensively within assigned sales regions for market visits and field reviews.