Sales Head

Job Title: Head of Sales

Company: Shivtara Grain Milling Private Limited
Location: Hyderabad
Industry: FMCG / Food Processing / Grain Milling
Experience Required: 10-20 Years
Employment Type: Full Time

About the Role

Shivtara is seeking an experienced and result-oriented Head Sales to lead the company's sales, distribution, institutional business, and market expansion initiatives across 3 units - Hyderabad, Vijayawada, Warangal and 2 DC's (Chennai & Bangalore).

This role is best suited for senior professionals with strong experience in FMCG, Staples, Commodities, or Packaged Food Sales.

The position requires hands-on leadership in:

• Distribution and Channel Management
• Institutional Sales
• Trader and Retailer Network Development
• Inventory and Demand Planning Coordination
• Market Expansion and Brand Building
• Sales Team Leadership and Performance Management

The candidate must have a strong understanding of sales operations in a manufacturing-driven environment where pricing, stock movement, collections, production coordination, and market intelligence are critical to business performance.

Key Responsibilities

Strategic Leadership

• Develop and execute the company's Sales strategy to achieve business growth and profitability.
• Drive annual business planning, sales forecasting, budgeting, and revenue targets.
• Identify new business opportunities, market trends, and expansion strategies.

Sales & Business Development

• Lead overall sales operations across all channels to achieve volume, value, and profitability targets.
• Build strategic relationships with key customers, distributors, and institutional clients.

Distribution & Market Expansion

• Develop, Identify and onboard and strengthen distribution networks to improve market penetration.
• Monitor market coverage, product availability, and competitive positioning.

Marketing & Brand Development

• Develop and implement brand-building initiatives to enhance market presence.
• Plan and execute ATL, BTL and digital marketing campaigns.
• Monitor campaign performance and optimize marketing ROI.

Pricing & Commercial Management

• Develop pricing strategies based on market trends and competitive analysis.
• Recommend discount structures, trade schemes, and promotional programs.
• Ensure profitability while maintaining competitive pricing.

Team Leadership

• Lead, mentor, and develop a high-performing Sales team.
• Set performance objectives, monitor KPIs, and conduct regular performance reviews.
• Create a culture of accountability, collaboration, and continuous improvement.

Customer Relationship Management

• Ensure high levels of customer satisfaction through effective complaint resolution and service excellence.
• Improve customer retention and loyalty.

Market Intelligence

• Monitor competitor activities, pricing, product launches, and market trends.
• Analyze customer feedback and market data to identify business opportunities.
• Recommend strategic actions based on market insights.

Financial & Commercial Control

• Achieve revenue, profitability, and market share objectives.
• Monitor sales budgets, discounts, incentives, and promotional expenses.
• Ensure timely collections and effective receivables management.

Cross-Functional Collaboration

• Work closely with Production, Supply Chain, Finance and Quality teams to ensure seamless business operations.
• Align demand planning with production capacity and inventory management.

Reporting & Compliance

• Prepare and present sales forecasts, MIS reports, and business performance dashboards to management.
• Ensure compliance with company policies, sales processes, and commercial guidelines.
• Drive data-driven decision-making through accurate reporting and business analytics.

Key Performance Indicators (KPIs)

• Revenue Growth
• Sales Volume Achievement
• Market Share Growth
• New Customer Acquisition
• Distribution Expansion
• Gross Margin Improvement
• Collection Efficiency (Receivables)
• Team Productivity
• Customer Satisfaction
• Brand Visibility
• Sales Forecast Accuracy

Preferred Candidate Profile

We are looking for a dynamic and results-oriented sales leader with a proven track record of driving business growth, building strong distribution networks, and leading high-performing sales teams.

Education

• Bachelor's degree in Business, Commerce, Marketing, Sales, or a related field.

Experience

• 10-20 years of progressive experience in Sales & Marketing, with at least 5 years in a senior leadership role.
• Proven experience in FMCG, Food Processing, Packaged Foods, Staples, or Consumer Goods.
• Strong experience in handling multi-state sales operations.
• Demonstrated success in achieving aggressive revenue, market share, and profitability targets.

Functional Expertise

• Sales Strategy & Business Development
• Distribution & Channel Management
• Institutional & Key Account Sales
• Brand Building & Marketing Strategy
• Pricing & Commercial Management
• Market Expansion & Customer Acquisition
• Sales Forecasting & Demand Planning
• Trade Marketing & Channel Development
• Digital Marketing Exposure
• Budgeting, MIS & Business Analytics
• Receivables & Credit Management

Leadership Competencies

• Strong leadership and people management skills with experience leading large sales teams.
• Strong negotiation, influencing, and relationship management abilities.
• Ability to make data-driven decisions and solve complex business challenges.
• Proven capability to build, coach, and motivate high-performing teams.
• Excellent communication, presentation, and stakeholder management skills.

Desired Attributes

• Entrepreneurial mindset with a strong ownership approach.
• Customer-centric and market-driven decision maker.
• Results-oriented with a focus on execution and continuous improvement.
• Ability to thrive in a fast-paced, growth-oriented organization.
• Willingness to travel extensively based on business requirements.