National Sales Head (Emerging FMCG brand)

Job Description – National Sales Head (Emerging FMCG brand)

Function: Sales & Distribution

Category: Personal Care – Baby & Mother Care

Location: MumbaiReporting to: Founder

About the Role

We are looking for a National Sales Head to build our sales engine from fledging to scale across General Trade (GT), Modern Trade (MT), Pharmacies, and eCommerce.This is a hands-on, execution-strong role for someone who has built businesses, not just managed numbers. You will operate in a startup environment with high ownership over revenue, margins, cashflow, and execution quality.If you need large teams, perfect systems, or strong brand pull to perform then this role is not for you.

What You Will Own

1. Revenue, Margins & Cash

• Own national sales numbers across Offline and eCommerce.
• Balance growth with profitability with a tight control on:
• Trade spends
• Distributor margins
• Inventory and credit cycles
• Build simple, reliable forecasting and S&OP rhythms with Supply Chain.
• Drive early discipline on secondary sales and cash collection.

2. Distribution & Route to Market

• Personally design and scale GT and MT distribution in priority cities.
• Appoint and manage distributors, super-stockists, and regional partners.
• Decide where to go deep vs. wide - focus before expansion.
• Build RTM models suited to a startup (flexible, cost-aware).
• Implement basic sales automation / SFA early.
• Ensure strong on-ground execution: visibility, sampling, shelf presence.

3. Channel Building – GT, MT & Pharmacies

• Open doors with Modern Trade and key regional chains and lead negotiations.
• Build presence in:
• Independent Supermarkets
• Pharmacy chains and independents
• Translate marketing plans into store-level execution and off-take, not just schemes.

4. eCommerce & Omnichannel

• Build eCommerce as a meaningful growth channel, not an afterthought.
• Own performance across:
• Marketplaces (Amazon, Flipkart, FirstCry, etc.)
• Quick Commerce (as relevant)
• Drive pricing, promotions, visibility, and inventory planning.
• Ensure pricing and promo coherence between offline and online.
• Use eCommerce data to inform assortment, launches, and demand signals.

5. Team & Culture

• Hire agile, high-quality regional teams.
• Coach for output, accountability and execution discipline.
• Create simple KPIs, weekly rhythms, and field-first reviews.
• Be visible in the market, this is not a desk role.

What We Are Looking For

• 15+ years of FMCG sales experience, with clear evidence of building, not just scaling.
• Strong, hands-on exposure to GT and MT (mandatory).
• Experience launching new brands, categories, or markets.
• Working knowledge of eCommerce / omnichannel sales.
• Comfortable with fast decisions.
• Start-up mindset with high personal accountability.

What This Role Is (and Is Not)This role is:

• A builder role
• A decision-making role
• A field-strong role

This role is not:

• A policy-setting role
• A large-team management role
• A 'brand will sell itself' role

What Success Looks Like (12–18 Months)

• Focused national footprint with strong distributor health.
• Controlled trade spends and improving working capital cycles.
• Predictable sales rhythm across offline and online.
• Early leadership bench in place.
• A sales engine that can scale.

One last thing (intentionally explicit)

We value judgement, integrity, and execution stamina more than a fancy CV. If you've built something meaningful before and want to do it again, we want to speak with you.

Skills Required
FMCG SALES, Ecommerce, Forecasting