Sales Head

1. Multi-Channel Strategy & Market Expansion

• Design and execute a unified sales strategy spanning General Trade, Modern Trade, HORECA, E commerce/Q-commerce, and Institutional/B2B channels.

• Decide the right channel mix and sequencing by geography and product line, rather than defaulting to any single channel.

• Identify and prioritise high-potential segments, including:

◦ General Trade (kirana, wholesale, distributor-led retail) ◦ Modern Trade (supermarkets, hypermarkets, chain stores) ◦ HORECA — hotels, restaurants, cafés, catering, corporate dining, cloud & institutional kitchens ◦ E-commerce & quick-commerce platforms ◦ Institutional and bulk/B2B supply (corporates, facility management, government/PSU canteens)

• Lead expansion beyond Bengaluru into other major urban and adjacent markets, building a phased city/region rollout plan.

2. Distribution Network Development

• Build, appoint, and manage a robust distributor, super-stockist, and C&F network across channels and geographies.

• Set distributor onboarding norms, territory mapping, credit terms, and performance benchmarks. • Drive primary and secondary sales discipline; monitor distributor ROI, stock health, and fill rates.

• Build direct-to-retail and direct-to-key-account capabilities where they improve margin or control.

3. Revenue & P&L Ownership

• Own overall sales revenue and channel-wise P&L targets.

• Drive growth through new account acquisition, distribution expansion, key account development, and institutional contracts.

• Set and track channel-wise budgets, achieve volume/value targets, and optimise trade spend for profitable growth.

4. Key Account & Institutional Relationships

• Build strategic relationships across:

◦ Modern trade chains and regional retail groups ◦ Hotel groups, restaurant chains, and catering companies ◦ Facility management and corporate food service providers ◦ E-commerce/Q-commerce category and account teams

• Manage senior stakeholder relationships — Category Managers, Executive Chefs, F&B Directors, Procurement Heads, and Corporate Buyers.

5. Sales Team Leadership

• Build, structure, and lead a multi-channel sales organisation (channel heads, area/territory sales managers, key account managers).

• Define territory plans, org structure, incentive frameworks, and individual/team sales targets.

• Monitor sales productivity, account coverage, and channel-wise performance; coach and develop the team.

6. Pricing & Commercial Strategy

• Design channel-wise pricing structures, trade terms, institutional contracts, and margin frameworks.

• Evaluate account and channel profitability; optimise trade spend and discounting.

7. Market Intelligence & New Opportunities

• Track market trends, competitor activity, pricing, and evolving customer/consumer preferences across channels.

• Provide channel and market insights to guide new product development and identify new distribution/channel opportunities.