Head of Sales

🧾 Job Title :

National Sales Head – Mens Garment / Textile Division (PAN India)

Department : Sales & Distribution for Mens Garments

Reporting To : Managing Director / CEO

Location : Head Office Ludhiana / Travel PAN India

🎯 Job Summary :

The National Sales Head will lead the PAN India sales operations for the Mens Garment sales & Distribution business. The role involves developing and managing distributor networks, driving sales growth, ensuring profitability, and building a high-performing sales team. The candidate must bring strong B2B distribution experience and demonstrate the ability to consistently add one new distributor per month while maintaining a gross profit (GP) margin of at least 25%.

⚙ Key Responsibilities (JD) :

1. Distribution Expansion :

Appoint and onboard a minimum of 1 new distributor every month across key regions.

Identify and develop high-potential markets for new distribution channels.

2. Sales Strategy & Target Achievement :

Develop and execute the national sales strategy aligned with company goals.

Achieve monthly and annual sales targets while maintaining 25% GP.

3. Team Leadership :

Manage, motivate, and guide regional & area sales managers.

Conduct weekly performance reviews and pipeline meetings.

4. Pricing & Margin Control :

Ensure consistent pricing policies across regions.

Negotiate with distributors to secure margins above 25%.

5. Market Intelligence & Competitor Analysis :

Track competitor products, pricing, and market share trends.

Provide actionable insights to management for strategy refinement.

6. Sales Operations & Reporting :

Implement CRM / MIS reporting system for real-time performance tracking.

Submit weekly and monthly reports on sales, collection, and distributor health.

7. Brand Development Support :

Coordinate with the marketing team for promotions, exhibitions, and brand campaigns.

📌 Key Result Areas (KRAs) :

KRA Description Weightage (%)

Distributor Network Expansion Minimum 1 new distributor per month 25%

National Sales Revenue Achievement of monthly / quarterly targets 25%

Gross Profit Margin Maintain 25% GP across regions 20%

Team Management Training, motivation, and performance of sales team 15%

Collections & Payment Discipline Ensure 95% collections within agreed credit terms 10%

Reporting & Data Accuracy Timely MIS submission and CRM updates 5%

📊 Key Performance Indicators (KPIs) :

KPI Target / Benchmark

New Distributor Appointments 12 per year (minimum 1 per month)

Sales Growth ≥ 20% YoY increase

Gross Profit Margin ≥ 25% consistently

Distributor Retention Rate ≥ 90%

Sales Team Retention Rate ≥ 85%

Average Order Value Increase by 10% every quarter

Collection Efficiency 95% within credit period

Customer Satisfaction (Distributors) ≥ 8 / 10 rating

Number of Regional Review Meetings 1 per month per region

Reporting Compliance 100% on-time submission

🧮 Performance Scorecard (Quarterly Evaluation)

Parameter Weightage Target Achievement Score (0–10) Weighted Score

Distributor Expansion 25% 3 new distributors

Sales Target Achievement 25% 100% of goal

Gross Profit Maintenance 20% ≥25% GP

Team Performance 15% 90% team target achievement

Collections & Credit Control 10% 95% on-time collection

Reporting & Discipline 5% Weekly updates on time

Total 100% / 100

Performance Rating Scale :

⭐ 90–100 = Outstanding

💪 75–89 = Exceeds Expectations

👍 60–74 = Meets Expectations

⚠ 45–59 = Needs Improvement

❌ Below 45 = Unsatisfactory

🎓 Qualifications & Experience :

Graduate / MBA in Marketing, Sales, or Textile Management

Minimum 10+ years experience in Garment Sales distribution

Proven track record of handling PAN India distributors

Strong negotiation, leadership, and communication skills

Willingness to travel extensively

💼 Compensation & Incentives :

Fixed CTC + Performance-based Incentive on :

Distributor additions

GP above 25%

Sales milestones (quarterly bonus)