Sales Head

Company: Paramount Food & Beverages (Pvt.) Ltd. — Premium Spring Natural Mineral Water

Department: Sales

Location: Islamabad

Reports to: Chief Executive Officer

Employment type: Full-time, permanent

Direct reports: Sales team, to be built by the appointee

Purpose

To establish and lead the Company’s sales function from its present position, to grow

volume and revenue across institutional, retail, home delivery and distributor channels, and

to build a disciplined sales team capable of sustaining that growth. The role carries full

departmental accountability.

Department Building

• Design the sales structure, territories and headcount required to meet the Company’s
• growth plan.
• Recruit, train and lead the sales team, in coordination with Human Resources.
• Design a target and incentive scheme for the team and place it before the CEO for
• approval.
• Establish reporting formats, daily call plans and a sales operating rhythm.
• Define sales processes covering order capture, quotation, contracting and after-sales
• service.

Revenue and Channel Management

• Deliver monthly, quarterly and annual volume and revenue targets by SKU and by channel.
• Grow the institutional and HORECA channel, including hotels, restaurants, cafés, offices and government accounts.
• Develop the retail and general trade channel across Islamabad and Rawalpindi.
• Expand the home and office delivery base and reduce customer attrition.
• Appoint, contract and manage distributors in assigned territories, including Balochistan PET distribution.
• Enforce distributor terms in full, including security deposits, minimum order quantities and advance payment conditions.
• Identify and open new territories and channels for both glass and PET portfolios.

Key Accounts

• Personally own relationships with the Company’s principal institutional accounts.
• Negotiate and renew annual supply contracts, rates and service terms.
• Conduct scheduled service reviews with major accounts and resolve escalations before they reach the CEO.
• Protect existing accounts against competitor displacement and recover lapsed accounts.

Pricing and Margin

• Enforce the approved price list and prevent unauthorised discounting in the field.
• Recommend pricing, trade offers and promotional schemes to the CEO with margin workings.
• Monitor competitor pricing, packaging and activity, and report movements monthly.
• Ensure every account is sold at or above the approved minimum realisation.

Credit and Collection Discipline

• Ensure no supply is made outside approved credit limits and terms.
• Hold the sales team accountable for the receivables generated by their accounts.
• Support the Credit Control & Recovery Officer in resolving disputes and clearing aged balances.
• Ensure returnable assets, including glass bottles, jars, crates and coolers, are accounted for by customer.

Planning and Coordination

• Provide a rolling sales forecast to support production and procurement planning.
• Coordinate with Supply Chain and Logistics on route planning, delivery capacity and service levels.
• Brief and direct the outsourced marketing function on trade requirements and brand activity.
• Report weekly to the CEO on performance against target, pipeline, losses and market intelligence.

Key Performance Indicators

• Monthly volume and revenue against target - 100%
• New accounts opened by channel - To be set at appointment
• Active outlet and customer count - Progressive growth
• Customer attrition rate - Progressive reduction
• Average price realisation against approved list - At or above
• Collections against sales generated - To be set at appointment
• Forecast accuracy against actual dispatch - Within agreed tolerance
• Returnable assets outstanding in the market - Progressive reduction

Requirements

• Bachelor’s degree in Business Administration, Marketing or a related discipline; MBA preferred.
• Six to ten years in sales, with at least three in a supervisory or managerial capacity.
• FMCG or beverage sector experience essential; bottled water, dairy or juice preferred.
• Demonstrated record of building or expanding a sales territory, with verifiable figures.
• Practical experience of distributor appointment and management.
• Established institutional or HORECA relationships in the Islamabad and Rawalpindi market are a strong advantage.
• Strong MS Excel and reporting capability; familiarity with a distribution or ERP system.
• Valid driving licence and own transport.
• Fluent in Urdu and English, spoken and written.

Attributes

• Presentable and credible in front of hotel and corporate decision-makers, consistent with a premium brand.
• Willing to work the market personally rather than manage from a desk.
• Firm with the team on targets, discipline and reporting.
• Commercially numerate, with genuine understanding of margin rather than volume alone.
• Uncompromising integrity in dealing with customers, distributors and collections.

Authority

• Recommend appointment, termination and incentive awards within the sales team, subject to CEO approval.
• Negotiate institutional contracts within the approved price and terms framework.
• Recommend distributor appointment and termination to the CEO.
• Approve trade discounts only within limits sanctioned by the CEO.
• Withhold supply to any account in breach of commercial terms.

Remuneration

Competitive salary commensurate with experience, with a performance-linked commission structure on achieved and collected sales, to be agreed at appointment.

Pay: Rs200,000.00 - Rs250,000.00 per month

Application Question(s):

• Have you read the Job description properly?
• Would you be willing to work at least 18 months?
• Are you a punctual and professional person?

Education:

• Master's (Required)

Experience:

• Sales: 10 years (Required)

Location:

• Golra (Required)

Work Location: In person