Country Sales Head ( FMCG )

The Country Sales Head in the FMCG ( Hot Beverage/ Instant Coffee) (Fast-Moving Consumer Goods) industry is a senior leadership role responsible for overseeing and driving the sales strategy, execution, and overall performance of the company's sales operations in a specific country or region. This role requires strong leadership skills, a deep understanding of consumer behaviour, market trends, and the ability to manage teams across various sales functions, including key accounts, channel management, and retail sales.

Key Responsibilities:

Sales Strategy & Execution

• Develop and implement the country sales strategy in alignment with the company's global or regional goals.
• Set annual sales targets, KPIs, and budgets for the sales teams.
• Lead market penetration and growth initiatives, ensuring the brand's competitiveness in the market.
• Analyse sales performance, market trends, and competitor activities to refine strategies.

Market & Customer Insights

• Understand consumer behaviour, market dynamics, and competitor strategies to identify opportunities for growth.
• Conduct market research to uncover trends, identify new channels, and explore untapped consumer segments.
• Use insights to adapt sales strategies, product offerings, and promotional activities.

Team Leadership & Management

• Lead, mentor, and motivate the national sales team to achieve sales objectives.
• Establish clear performance expectations and conduct regular performance reviews.
• Drive training and development programs for the sales team to enhance skills, product knowledge, and sales effectiveness.
• Build a high-performance culture and encourage collaboration across cross-functional teams (marketing, supply chain, finance).

Sales Channel & Distribution Management

• Oversee the development and management of sales channels (e.g., modern trade, general trade, e-commerce).
• Ensure efficient distribution networks and supply chain operations to maintain product availability and minimize stock-outs.
• Work with the supply chain team to forecast demand and optimize inventory levels.

P&L Ownership & Budget Management

• Ensure the achievement of sales targets while adhering to the sales budget.
• Oversee the budgeting process and monitor expenses to achieve profitability.
• Provide regular reporting and financial updates to senior management.

Educational Background: Typically, A masters degree in business administration, Marketing, Sales, or a related field.

Industry Experience:

• Minimum of 8-10 years of experience in sales roles, with at least 5 years in leadership positions within the FMCG sector.
• Proven track record of successfully managing large teams and achieving sales targets.
• Strong experience in channel management, key account management, and retail operations.
• Ability to think strategically, identify market opportunities, and design actionable plans.
• Strong analytical skills to interpret data, track performance metrics, and adjust strategies accordingly.
• Deep understanding of the local market, cultural nuances, and consumer behaviour in the specific country.
• Strong understanding of P&L management, budgeting, and financial forecasting.
• Knowledge of digital marketing and e-commerce sales strategies is a plus, as more FMCG companies are focusing on digital channels.