Cluster Head

Confidential · India

Job Title: Cluster Head – General Trade

Industry : FMCG

Experience : 12–16 years

Job Purpose :

To lead General Trade sales operations across the assigned cluster, drive business growth, strengthen distribution, and ensure achievement of sales and profitability targets.

Key Responsibilities :

• Drive primary and secondary sales across the assigned cluster.
• Develop and execute the General Trade sales strategy to achieve revenue and volume targets.
• Manage and strengthen the distributor and channel partner network.
• Drive numeric distribution, outlet expansion, market coverage, and product availability.
• Monitor sales performance, market trends, competitor activities, pricing, and trade schemes.
• Ensure effective execution of company initiatives and promotional activities.
• Conduct regular business reviews and take corrective actions to achieve targets.
• Build strong relationships with distributors, retailers, and key trade partners.
• Drive productivity and effectiveness of the sales team through regular reviews and market visits.
• Prepare sales forecasts, MIS, and business plans for the assigned cluster.
• Ensure adherence to company processes, credit norms, and distributor management guidelines.

Team Management :

• Lead and manage a large General Trade sales team across multiple territories.
• Must have prior experience handling ASM / ASE teams or equivalent frontline and supervisory sales teams.
• Set clear targets and KPIs and monitor team performance.
• Coach, mentor, and develop team members to build a strong sales pipeline.
• Ensure effective manpower deployment, territory coverage, and beat planning.

Candidate Profile :

• 12–16 years of relevant experience in FMCG sales , preferably with strong General Trade exposure.
• Should have progressed through ASE/TSI → ASM → Cluster/Regional-level roles or equivalent.
• Strong experience in distributor management, secondary sales, market expansion, and retail execution.
• Experience managing multiple territories and a sizeable sales team.
• Strong understanding of General Trade dynamics and FMCG distribution.
• Excellent leadership, analytical, communication, and negotiation skills.
• Strong commercial acumen with a proven track record of delivering sales targets.
• Willingness to travel extensively across the assigned cluster.

Preferred Background :

Candidates from established FMCG / Consumer Goods / Personal Care / Food & Beverages / Home Care companies with strong General Trade experience will be preferred.