Sales Head

1. Multi-Channel Strategy & Market Expansion • Design and execute a unified sales strategy spanning General Trade, Modern Trade, HORECA, E commerce/Q-commerce, and Institutional/B2B channels. • Decide the right channel mix and sequencing by geography and product line, rather than defaulting to any single channel. • Identify and prioritise high-potential segments, including: ◦ General Trade (kirana, wholesale, distributor-led retail) ◦ Modern Trade (supermarkets, hypermarkets, chain stores) ◦ HORECA — hotels, restaurants, cafés, catering, corporate dining, cloud & institutional kitchens ◦ E-commerce & quick-commerce platforms ◦ Institutional and bulk/B2B supply (corporates, facility management, government/PSU canteens) • Lead expansion beyond Bengaluru into other major urban and adjacent markets, building a phased city/region rollout plan. 2. Distribution Network Development • Build, appoint, and manage a robust distributor, super-stockist, and C&F network across channels and geographies. • Set distributor onboarding norms, territory mapping, credit terms, and performance benchmarks. • Drive primary and secondary sales discipline; monitor distributor ROI, stock health, and fill rates. • Build direct-to-retail and direct-to-key-account capabilities where they improve margin or control. 3. Revenue & P&L Ownership • Own overall sales revenue and channel-wise P&L targets. • Drive growth through new account acquisition, distribution expansion, key account development, and institutional contracts. • Set and track channel-wise budgets, achieve volume/value targets, and optimise trade spend for profitable growth. 4. Key Account & Institutional Relationships • Build strategic relationships across: ◦ Modern trade chains and regional retail groups ◦ Hotel groups, restaurant chains, and catering companies ◦ Facility management and corporate food service providers ◦ E-commerce/Q-commerce category and account teams • Manage senior stakeholder relationships — Category Managers, Executive Chefs, F&B Directors, Procurement Heads, and Corporate Buyers. 5. Sales Team Leadership • Build, structure, and lead a multi-channel sales organisation (channel heads, area/territory sales managers, key account managers). • Define territory plans, org structure, incentive frameworks, and individual/team sales targets. • Monitor sales productivity, account coverage, and channel-wise performance; coach and develop the team. 6. Pricing & Commercial Strategy • Design channel-wise pricing structures, trade terms, institutional contracts, and margin frameworks. • Evaluate account and channel profitability; optimise trade spend and discounting. 7. Market Intelligence & New Opportunities • Track market trends, competitor activity, pricing, and evolving customer/consumer preferences across channels. • Provide channel and market insights to guide new product development and identify new distribution/channel opportunities.