Senior Executive - Sales

Job Title: Senior Executive - Sales

About the Function:
Sales is where our brands meet the real world. This team builds the relationships that bring our products to life, partnering closely with customers across markets, channels and occasions to make sure our brands are part of moments that matter everywhere. It's a dynamic, people-focused environment where curiosity, commercial thinking and strong relationships make the difference. You'll have the opportunity to grow your network, develop your skills and see the direct impact of your work every day.

About the role:

The role is responsible for driving secondary sales, market share growth, team development, retail execution, and distributor management within the assigned state/territory. The incumbent will lead sales operations, execute marketing initiatives, and ensure achievement of business objectives through effective planning, team management, and market execution.

Key Responsibilities

1. Strategy & Planning

• Drive and manage secondary sales across the assigned state/territory.
• Develop and execute sales and marketing business plans.
• Set and monitor individual and team sales objectives on a monthly, quarterly, and annual basis.
• Ensure maintenance and compliance of Market Operating Price (MOP) within the assigned territory.
• Respond effectively to external business challenges and changing market dynamics.

• Conduct regular retail audits to monitor market share movements and identify opportunities.
• Focus on high-potential channels to drive volume growth while strengthening brand presence in underperforming markets.
• Ensure market execution discipline through daily tracking of targets versus achievements.
• Monitor and drive adherence to Permanent Journey Plan (PJP) and established working norms.
• Analyze market performance and sales trends to recommend corrective actions.

• Develop team capability through coaching, motivation, counseling, and skill enhancement.
• Build product knowledge and functional expertise within the team.
• Establish robust performance management processes through regular reporting, reviews, and sales meetings.
• Create and monitor individual development and growth plans.
• Recognize and celebrate team and individual achievements.
• Ensure timely sales and product training for on-roll and off-roll sales personnel.
• Conduct regular performance reviews and People for Growth (P4G) discussions.

• Design and execute trade schemes, incentive programs, and special offers to achieve short- and long-term volume objectives.
• Increase trade advocacy and market share within the territory.
• Plan and execute consumer-focused activations to drive brand trials and market penetration.
• Manage and optimize promotional budgets at the retail level.
• Drive local merchandising activities and point-of-sale promotions to achieve sales and brand objectives.
• Ensure activation initiatives are aligned with the national marketing agenda.

• Ensure effective implementation of RTC (Relevant Trading Conditions) across retail outlets.
• Maintain organizational standards related to: Quality, Distribution, Visibility, Promotion, Pricing, Persuasion
• Align field teams to execute marketing initiatives as per regional and state marketing guidelines.

• Set clear distribution objectives for the team, ensuring optimum width and depth of coverage.
• Ensure availability of relevant SKUs and product variants across the territory.
• Manage successful execution of new product launches.
• Monitor stock movement, stock transfers, and depot operations.
• Drive overall inventory efficiency and availability.

• Sales Leadership
• Distributor & Retail Management
• Team Development & Coaching
• Market Execution Excellence
• Business Planning & Forecasting
• Trade Marketing & Promotions
• Performance Management
• Inventory & Distribution Management
• Analytical & Decision-Making Skills

• MBA in Sales & Marketing
• Graduation (Any) Experience
• Minimum 3 years of experience in Sales & Marketing. Knowledge & Skills
• Experience in handling distributors and retailers in a highly competitive market environment.
• Strong team management and leadership skills.
• Business acumen and commercial understanding.
• Excellent communication and interpersonal skills.

• Knows how to bring out the best in people and inspire teams.
• Is an effective coach and mentor.
• Can plan, organize, and structure work for others.
• Demonstrates strong problem-solving and execution capabilities.