State Head - Maharashtra
Surya Food Agro Limited · Pune · onsite · Posted 43d ago
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About this role
JOB DESCRIPTION
Position: State Head - Maharashtra (Rest of Maharashtra)
Location: Pune, Maharashtra
Employment Type: Full-Time
POSITION OVERVIEW
We are seeking a dynamic and results-oriented State Head for Maharashtra (excluding Mumbai) to lead our market expansion and consolidation efforts across Rest of Maharashtra (ROM) markets. The ideal candidate will have deep expertise in the Super Stockist distribution model and proven capability to build robust distribution infrastructure from the ground up. This leadership role demands strategic thinking, hands-on execution, and the ability to establish strong market presence in semi-urban and rural geographies across Maharashtra.
KEY RESPONSIBILITIES
Distribution Network Development
Build and expand the Super Stockist network across ROM markets, identifying and appointing financially capable and market-connected partners in tier 2, tier 3 towns and rural areas
Develop and strengthen the Distributor and Sub-Distributor base to ensure intensive market coverage and product availability across all pin codes
Design and implement territory-wise distribution strategies aligned with company growth objectives
Establish distribution infrastructure in untapped and under-penetrated markets
Monitor and optimize distributor performance through regular reviews and KPI tracking
Sales Team Management & Development
Recruit, train, and lead a high-performing sales team including Area Sales Managers, Territory Sales Officers, and field sales force
Set clear sales targets and accountability frameworks at individual and team levels
Drive capability building through structured training programs on product knowledge, selling skills, and market execution
Foster a performance-driven culture with focus on achieving volume, value, and distribution targets
Conduct regular field visits to assess team performance and provide on-ground coaching
Market Expansion & Business Growth
Achieve monthly and annual sales targets for the assigned state territory
Expand numerical and weighted distribution across Modern Trade, General Trade, and Wholesale channels
Drive new product launches and ensure successful market penetration
Identify white spaces and new business opportunities across ROM geographies
Develop and execute go-to-market strategies for tier 2, tier 3, and rural markets
Super Stockist Model Management
Manage end-to-end Super Stockist operations including appointment, agreements, credit management, and performance evaluation
Ensure Super Stockists maintain adequate inventory levels and service standards to support distributors effectively
Work closely with Super Stockists to develop sub-distributor networks and pilot salesman operations
Monitor Super Stockist credit health, payment compliance, and working capital management
Implement company schemes, promotions, and trade programs through Super Stockist network
Operational Excellence
Ensure timely primary and secondary sales execution with focus on offtake improvement
Monitor supply chain efficiency including order processing, logistics, and product availability
Implement trade promotion schemes and ensure ROI on marketing investments
Drive retailer visibility programs including merchandising, point-of-sale displays, and branding initiatives
Maintain accurate MIS reporting and data-driven decision making
Stakeholder Management
Build and maintain strong relationships with Super Stockists, Distributors, and key channel partners
Coordinate with marketing, supply chain, and finance teams for seamless operations
Handle escalations and resolve partner grievances effectively
Represent the company at trade meets, dealer conferences, and industry forums
KEY REQUIREMENTS
Experience & Industry Background
15+ years of progressive experience in Sales & Distribution within the FMCG, Food & Beverage, or Consumer Goods industry
Minimum 5 years in leadership roles managing state-level or multi-territory operations
Mandatory: Strong hands-on experience in handling Super Stockist distribution model across ROM or similar semi-urban/rural markets
Proven track record of building distribution networks from scratch including appointing Super Stockists, Distributors, and developing sales teams
Prior experience in Maharashtra ROM markets (Pune, Nashik, Aurangabad, Kolhapur, Solapur, Nagpur, Amravati regions) is highly preferred
Functional Competencies
Deep understanding of traditional trade dynamics, wholesale ecosystems, and rural distribution channels
Strong knowledge of Super Stockist operations including credit norms, working capital management, and performance metrics
Ability to assess market potential, conduct distributor profiling, and design territory mapping strategies
Experience in managing multi-layered distribution structures (Company Super Stockist, Distributor, Sub-Distributor, Retailer)
Proficiency in sales forecasting, demand planning, and supply chain coordination
Hands-on experience with sales force automation (SFA) tools, DMS platforms, and MIS reporting systems
Leadership & Behavioral Skills
Strong entrepreneurial mindset with ability to build and scale operations
Excellent team building, coaching, and people management capabilities
Strategic thinker with strong execution and problem-solving abilities
High energy, self-motivated, and results-oriented professional
Exceptional stakeholder management and negotiation skills
Willingness to travel extensively (70-80% field time) across ROM territories
Strong communication skills in English, Hindi, and Marathi
EDUCATIONAL QUALIFICATIONS
MBA/PGDM in Sales & Marketing, Business Management from a recognized institution
Bachelor's degree in any discipline (B.Com, B.Tech, BBA, or equivalent)
Additional certifications in Sales Management, Channel Management, or Supply Chain are an advantage
WORK LOCATION & TRAVEL
Headquarters: Pune, Maharashtra
Territory Coverage: Rest of Maharashtra including Pune Division, Nashik Division, Aurangabad Division, Amravati Division, Nagpur Division, Kolhapur, Solapur regions (Mumbai excluded)
Travel Requirements: Extensive field travel (70-80% time) across ROM markets with periodic visits to company head office
Sourced from naukri