National Sales Head - General Trade (Consumer Business)

About this Position We are looking for a dynamic and experienced National Sales Head -General Trade to lead and drive the sales strategy and operations for our general trade business across PAN India. This role is ideal for an individual with a proven track record in FMCG, who is passionate about operational excellence, sales execution, and driving growth through strategic initiatives. As the General Trade Manager, you will be responsible for overseeing the entire sales and distribution function, managing a diverse team, and ensuring alignment with the brand’s growth strategy.

What You´ll Do

• GTM Strategy Development & Execution: Create and implement the Go-To-Market (GTM) strategy for general trade across India, ensuring alignment with brand objectives and market conditions.
• P&L Management: Take full accountability for the profit and loss (P&L) of the general trade channel, ensuring financial targets are met and exceeded.
• Sales & Distribution Management: Lead the execution of BTL (Below-the-Line) activities, driving sales and expanding distribution in line with the brand’s objectives.
• Operational Excellence: Implement best practices in sales operations, ensuring the highest level of efficiency and effectiveness in general trade.
• Channel Coverage Expansion: Increase market coverage and penetration by implementing tailored strategies for each brand within the general trade sector.
• Distributor Management: Manage relationships with key distributors, ensuring distribution in targeted outlets, ROI, AR, and adherence to contract terms.
• Team Development: Build and lead a high-performing team consisting of Regional Sales Managers (RSMs), Business Development Managers (BDMs), Business Development Executives (BDEs), and Sales Officers (SOs).
• BA Network Development: Develop and manage the Business Associates (BA) network for the region, ensuring adequate manpower allocation for effective market coverage.
• Market and Channel Planning: Regularly review and analyze market trends and channel performance to identify growth opportunities and refine business strategies.
• Market & DB Recovery: Focus on market recovery and Distributor Business (DB) recovery to ensure financial health of the channel.
• Cost Control: Oversee cost-to-sales ratios, ensuring optimal manpower allocation on the ground and efficient spend on BTL activities.
• Channel Partner Financial Hygiene: Ensure that financial hygiene and business processes are followed by all channel partners to maintain a healthy business ecosystem.
  
  

What makes you a good fit

• Experience: Minimum 10 years of experience in a similar role or at a regional level, ideally in the FMCG sector.
• Goal-Oriented: Strong ability to set clear priorities, meet deadlines, and achieve targets.
• Self-Driven: A go-getter attitude with a proactive approach to problem-solving and strategy execution.
• FMCG Background: Previous experience in managing FMCG brands is a must.
• Analytical Skills: Strong ability to analyze data and market insights to make informed business decisions.
• People Management: Proven expertise in managing teams and developing talent.
• Negotiation Skills: Excellent negotiation and relationship-building skills.
• Communication Skills: Outstanding verbal and written communication, interpersonal, and presentation skills. Sales automation and efficiency
  
  

Some perks of joining Henkel

• Diverse national and international growth opportunities
• Globally wellbeing standards with health and preventive care programs
• Gender-neutral parental leave for a minimum of 8 weeks
• Employee Share Plan with voluntary investment and Henkel matching shares
• Best-in-class Group Medical Insurance policy covering employee, spouse and up to 2 children
• Competitive accident and term life policies for up to 3 times annual gross salary
• Progressive OPD policy of INR 30,000 for employee, spouse and up to 2 children
  
  

At Henkel, we come from a broad range of backgrounds, perspectives, and life experiences. We believe the uniqueness of all our employees is the power in us. Become part of the team and bring your uniqueness to us! We look for a diverse team of individuals who possess different backgrounds, experiences, personalities and mindsets.