National Sales Head (Emerging FMCG brand)

Job Description National Sales Head (Emerging FMCG brand)

Function:Sales & Distribution

Category:Personal Care Baby & Mother Care

Location:MumbaiReporting to:Founder

About the Role

We are looking for aNational Sales Headtobuild our sales engine from fledging to scaleacrossGeneral Trade (GT), Modern Trade (MT), Pharmacies, and eCommerce.This is ahands-on, execution-strong rolefor someone who hasbuilt businesses, not just managed numbers. You will operate in astartup environmentwith high ownership overrevenue, margins, cashflow, and execution quality.If you need large teams, perfect systems, or strong brand pull to perform then this role is not for you.

What You Will Own

1. Revenue, Margins & Cash

• Ownnational sales numbersacross Offline and eCommerce.
• Balancegrowth with profitabilitywith a tight control on:
• Trade spends
• Distributor margins
• Inventory and credit cycles
• Buildsimple, reliable forecasting and S&OP rhythmswith Supply Chain.
• Drive early discipline onsecondary sales and cash collection.

2. Distribution & Route to Market

• Personally design and scaleGT and MT distributionin priority cities.
• Appoint and managedistributors, super-stockists, and regional partners.
• Decidewhere to go deep vs. wide - focus before expansion.
• BuildRTM modelssuited to a startup (flexible, cost-aware).
• Implementbasic sales automation / SFAearly.
• Ensure strongon-ground execution: visibility, sampling, shelf presence.

3. Channel Building GT, MT & Pharmacies

• Open doors withModern Trade and key regional chainsand lead negotiations.
• Build presence in:
• Independent Supermarkets
• Pharmacy chains and independents
• Translate marketing plans intostore-level execution and off-take, not just schemes.

4. eCommerce & Omnichannel

• Build eCommerce as ameaningful growth channel, not an afterthought.
• Own performance across:
• Marketplaces (Amazon, Flipkart, FirstCry, etc.)
• Quick Commerce (as relevant)
• Drivepricing, promotions, visibility, and inventory planning.
• Ensurepricing and promo coherencebetween offline and online.
• Use eCommerce data to informassortment, launches, and demand signals.

5. Team & Culture

• Hireagile, high-quality regional teams.
• Coach foroutput, accountability and execution discipline.
• Create simple KPIs, weekly rhythms, and field-first reviews.
• Be visible in the market, this is not a desk role.

What We Are Looking For

• 15+ years of FMCG sales experience, withclear evidence of building, not just scaling.
• Strong, hands-on exposure toGT and MT(mandatory).
• Experience launching new brands, categories, or markets.
• Working knowledge ofeCommerce / omnichannel sales.
• Comfortable with fast decisions.
• Start-up mindset withhigh personal accountability.

What This Role Is (and Is Not)This role is:

• A builder role
• A decision-making role
• A field-strong role

This role is not:

• A policy-setting role
• A large-team management role
• A brand will sell itself role

What Success Looks Like (1218 Months)

• Focused national footprint withstrong distributor health.
• Controlled trade spends and improving working capital cycles.
• Predictable sales rhythm across offline and online.
• Early leadership bench in place.
• A sales engine that can scale.

One last thing (intentionally explicit)

We valuejudgement, integrity, and execution staminamore than a fancy CV. If youve built something meaningful before and want to do it again, we want to speak with you.