Country Sales Head - Coffee Industry

Job Profile for Country Sales Head in FMCG Industry

The Country Sales Head in the FMCG (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
o Develop and implement the country sales strategy in alignment with the
company's global or regional goals.
o Set annual sales targets, KPIs, and budgets for the sales teams.
o Lead market penetration and growth initiatives, ensuring the brand's
competitiveness in the market.
o Analyse sales performance, market trends, and competitor activities to refine
strategies.
Market & Customer Insights
o Understand consumer behaviour, market dynamics, and competitor strategies
to identify opportunities for growth.
o Conduct market research to uncover trends, identify new channels, and explore
untapped consumer segments.
o Use insights to adapt sales strategies, product offerings, and promotional
activities.
Team Leadership & Management
o Lead, mentor, and motivate the national sales team to achieve sales objectives.
o Establish clear performance expectations and conduct regular performance
reviews.
o Drive training and development programs for the sales team to enhance skills,
product knowledge, and sales effectiveness.
o Build a high-performance culture and encourage collaboration across crossfunctional
teams
(marketing,
supply
chain,
finance).
Sales Channel & Distribution Management
o Oversee the development and management of sales channels (e.g., modern
trade, general trade, e-commerce).
o Ensure efficient distribution networks and supply chain operations to maintain
product availability and minimize stock-outs.
o Work with the supply chain team to forecast demand and optimize inventory
levels.
P&L Ownership & Budget Management
o Ensure the achievement of sales targets while adhering to the sales budget.
o Oversee the budgeting process and monitor expenses to achieve profitability.
o Provide regular reporting and financial updates to senior management.

Key Skills & Qualifications: -

Educational Background: Typically, a Bachelor's or 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.