Position Summary

We are seeking a dynamic and digitally-savvy SDM / GTM Head who will architect and execute our multi-channel sales strategy during a critical growth phase. This role offers a clear succession path to National Sales Head, purely on merit grounds and business needs, for the right candidate who can demonstrate strategic vision, operational excellence, and the ability to scale our business across all channels.

Key Responsibilities

Strategic Leadership

Design and implement comprehensive go-to-market strategies primarily in GT channel and managing sales force automation platforms/ workings etc for other channels namely Horeca/ MT/ E-com.
Lead digital transformation initiatives across sales operations, including CRM implementation, sales automation, and data analytics
Drive channel optimization and identify new revenue streams aligned with evolving consumer behaviors
Develop annual and quarterly business plans with clear KPIs and accountability mechanisms
Build scenario planning frameworks to navigate market volatility and capture emerging opportunities

Sales Operations & Enablement

Build agile sales operating models that balance scale with speed-to-market
Implement progressive sales practices including territory optimization, dynamic pricing, and predictive analytics
Establish robust secondary sales tracking and real-time market intelligence systems
Design and deploy sales force automation tools to enhance productivity
Drive specifically GT distributor (RDS) efficiencies and deployment of infrastructure and its regular health-checks (across all active territories).

Productivity & Performance Management

Drive comprehensive productivity improvement plans across the sales organization to optimize output per resource
Design and implement progressive incentive schemes aligned with business objectives and channel dynamics
Establish robust monitoring mechanisms for sales fleet performance metrics including coverage, strike rate, productivity, and order value
Create real-time dashboards and performance scorecards for tracking individual and team performance
Institute best-in-class ways of working including beat planning, call norms, customer engagement protocols, and time management
Conduct regular performance reviews and calibration sessions to ensure consistent standards
Implement corrective action frameworks and performance improvement plans where needed
Benchmark sales force effectiveness against industry standards and drive continuous improvement

Team Building & Leadership

Build, mentor, and lead high-performing teams across channels
Foster culture of accountability, innovation, and continuous improvement
Develop succession pipeline and organizational capability for next phase of growth
Drive cross-functional collaboration with marketing, supply chain, finance, and product teams

Digital & Analytics

Champion data-driven decision making through advanced analytics and business intelligence
Leverage digital tools for demand forecasting, route optimization, and inventory management
Drive omnichannel integration to create seamless customer experiences
Monitor digital-first competition and adapt strategies proactively

Required Qualifications

Experience & Background

18-20+ years in FMCG sales and distribution with at least 5-7 years in leadership roles
Proven track record of scaling businesses through significant growth phases
Deep experience across multiple sales channels; spices/foods category experience highly preferred
Demonstrated success in both traditional trade and digital commerce environments
Strong background in sales force productivity management and incentive design
Since the role is designed for step –up progression as NSM –GT, the proposed resource should be well-versed and experienced in handling large geo-span and teams.

Core Competencies

Strategic thinking with strong commercial acumen and P&L ownership
Digital fluency with hands-on experience in sales tech implementation
Agile leadership style with ability to experiment, learn, and pivot quickly
Strong analytical capabilities with comfort in data-driven storytelling
Change management expertise in driving organizational transformation
Expertise in designing performance management systems and incentive structures

Leadership Qualities

Entrepreneurial mindset with builder mentality
Collaborative leader who can influence without authority
High energy and resilience to thrive in fast-paced environment
Strong stakeholder management across internal and external partners
Clear communicator who can inspire teams and align leadership
Performance-oriented with ability to drive meritocracy and high standards

Technical Skills

Proficiency in CRM systems (Salesforce/SAP preferred), BI tools, and Excel-based modeling
Understanding of e-commerce platforms, marketplace dynamics, and digital marketing
Familiarity with supply chain technologies and distribution management systems
Experience with sales force tracking systems and performance analytics platforms

Education

MBA full time preferred.
Additional certifications in digital marketing, data analytics, or sales management are a plus

Ally-eXecutive HR

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