Head of Sales- FMCG

JOB DESCRIPTION

Head of Sales

Position: Head of Sales

Level: M3

Employment Type: Full-Time

Industry: FMCG / Manufacturing

About the Role

Tropical Heat Limited is seeking an experienced and results-driven Head of Sales to lead the company's sales strategy, revenue growth, market expansion, and sales operations.

The ideal candidate will have strong experience in FMCG or Manufacturing, with a proven track record of building and leading high-performing sales teams, expanding markets, managing key accounts, and consistently achieving ambitious revenue targets.

Key Responsibilities

1. Sales Strategy & Planning

• Develop and execute comprehensive sales strategies aligned with business objectives.
• Set sales targets, forecasts, budgets, and resource plans.
• Identify new markets, product segments, customer segments, and distribution channels.
• Analyze market trends, competition, customer insights, and sales performance to optimize strategy.

2. Sales Operations & Performance

• Oversee the complete sales cycle from lead generation to closing and post-sales support.
• Implement effective sales processes, methodologies, CRM systems, and performance dashboards.
• Monitor sales KPIs and provide actionable reports to senior management.
• Ensure compliance with pricing, company policies, and regulatory requirements.

3. Team Leadership & Development

• Build, lead, mentor, and develop a high-performing sales organization.
• Establish clear targets, KPIs, performance expectations, and accountability.
• Conduct performance reviews and provide continuous coaching.
• Foster a culture of ownership, collaboration, learning, and high performance.

4. Market Expansion & Business Development

• Drive market penetration and expansion across new geographies and customer segments.
• Develop strategic partnerships and business alliances.
• Lead negotiations for major contracts and key accounts.
• Represent the company at industry events, conferences, and networking forums.

5. Customer & Key Account Management

• Build and maintain strong relationships with key customers, retailers, distributors, and strategic partners.
• Drive customer retention and satisfaction.
• Resolve critical customer issues and escalations.
• Gather customer and market feedback to support business and product development.

Leadership Expectations

• Develop a clear sales vision focused on revenue growth and market leadership.
• Translate organizational objectives into actionable sales plans.
• Drive innovation in sales, distribution, and customer engagement.
• Contribute to the overall commercial strategy of the organization.
• Ensure consistent achievement of sales targets and commercial KPIs.
• Collaborate closely with Marketing, Operations, Finance, Supply Chain, and Product Development teams.

Key Performance Indicators

• Revenue Growth: 15%+ year-over-year
• Market Share: 2% annual increase by product category/region
• New Customer Acquisition: 10% quarterly increase
• Sales Team Target Achievement: 90% average
• Gross Margin: Maintain or improve by 0.5%
• Sales Employee Retention: 85%+

Key Stakeholders

Internal:

Chief Commercial Officer / Managing Director, Head of Marketing, Head of Operations/Supply Chain, Head of Finance, Product Development Team.

External:

Retail Chains, Distributors, Corporate Clients, Market Research Agencies, and Industry Associations.

Candidate Requirements

Education

• Bachelor's degree in Business Administration, Marketing, Sales Management, or a related field – Required
• MBA or equivalent advanced qualification – Preferred

Experience

• 10–12+ years of progressive sales experience
• 5–7+ years in senior sales leadership/management
• Strong experience in FMCG or Manufacturing
• Proven track record of achieving and exceeding sales targets.
• Strong expertise in sales strategy, market expansion, channel management, and business development.
• Experience managing and developing large, geographically diverse sales teams.
• Strong key account management and contract negotiation experience.

Preferred Certifications

• Professional Sales Management Certification such as Certified Sales Executive (CSE)
• Leadership and Management Development Programs

Key Competencies

• Strategic Sales Leadership
• Revenue & P&L Orientation
• Business Development
• Market Expansion
• Channel & Distribution Management
• Key Account Management
• Sales Forecasting & Planning
• Team Building & People Leadership
• Negotiation & Stakeholder Management
• CRM & Sales Analytics
• Customer-Centricity
• Decision-Making & Problem Solving

Personal Attributes

The ideal candidate should demonstrate:

• High integrity and transparency
• Strong ownership and accountability
• Energy, passion, and resilience
• Strategic thinking with strong execution capability
• Excellent communication and influencing skills
• Collaborative leadership and team spirit
• Customer-focused approach
• Ability to operate effectively in a fast-paced, target-driven environment

Decision-Making Authority

• Regional sales targets and incentive recommendations
• Sales resource and budget allocation
• Key account acquisition strategies
• Major contract negotiations
• Hiring and performance decisions for sales leadership and critical roles
• Recommendations on pricing, promotions, and market-entry strategies

Working Conditions

• Primarily office-based with significant domestic and potentially regional travel.
• Travel requirement: approximately 40–50%.
• Flexible working hours may be required during peak sales periods and critical negotiations.
• Fast-paced, highly target-driven environment.
• Strong presentation, communication, and stakeholder-management skills required.

Company is looking for a commercially driven sales leader who can build a high-performing organization, accelerate market growth, strengthen customer relationships, and deliver sustainable revenue and profitability.