National Sales Manager

Job Description National Sales Head (Offline Sales)

Function: Sales & Distribution
Product Category: Personal Care (Baby and Mother care)

Location: Mumbai
Reports to: COO

About the Role

We are looking for a hands-on National Sales Head to build and scale our offline FMCG business across India. This is a high-ownership role for someone who can operate in fast-moving, resource-lean environments and create a strong GT + MT distribution engine from the ground up.

Key Responsibilities

Sales Growth

• Deliver national revenue and volume targets across Offline Channels (MT and GT)
• Drive profitable growth with strong control on commercials – trade spends, inventory and cashflow
• Build forecasting rhythms with Supply Chain (S&OP).

Distribution & Route to Market

• Expand numeric distribution, deepen weighted distribution in focused markets.
• Build and manage distributor network, super stockists & regional partners.
• Drive RTM design and sales automation adoption.
• Ensure on-ground execution of visibility, sampling & planogram compliance.
• Collaborate with marketing on promotional ideas that drive off-take.

Channel Management

• Build strong partnerships and lead JBP negotiations with MT chains (Reliance, DMart, regional chains).
• Build Independent Supermarkets and Pharmacies – Chains and Independents

Team Building & Leadership

• Hire, coach and manage regional/zonal sales teams as the organisation scales.
• Create performance culture using clear KPIs, SFA tools and structured reviews.

Experience & Qualifications

• +15 years of FMCG sales experience with 3 years in Regional/ Channel Leadership roles; 
• Strong exposure to GT & MT is essential.
• Proven ability to build distributor networks and launch new markets.
• Experience in a fast-growing start-up or challenger FMCG brand is a plus.
• Comfort with hands-on execution