Cluster Head - General Trade Sales

Overview

We are seeking an experienced Cluster Head to oversee General Trade sales operations within a designated cluster. This role focuses on driving primary and secondary sales, expanding distribution networks, and hitting sales and profitability benchmarks.

Core Responsibilities

• Steer the General Trade sales efforts, ensuring achievement of revenue and volume goals.
• Shape and implement sales strategies tailored for the General Trade segment.
• Enhance and manage relationships with distributors and channel partners to boost market reach.
• Focus on increasing numeric distribution, expanding outlets, improving market coverage, and maintaining product availability.
• Track sales data, market trends, competitor moves, pricing strategies, and promotional schemes to inform decisions.
• Guarantee successful rollout of company campaigns and promotional events.
• Regularly assess business performance and take necessary corrective measures.
• Build and maintain strong connections with key stakeholders including distributors and retailers.
• Optimize sales team productivity through continuous reviews and market engagement.
• Develop sales forecasts, management information systems, and comprehensive business plans for the cluster.
• Adhere strictly to company guidelines including processes, credit policies, and distributor management standards.

Leadership and Team Management

• Lead a substantial General Trade sales force across multiple territories.
• Bring experience managing frontline sales teams such as ASM or ASE roles or equivalents.
• Establish clear objectives and KPIs, monitor team output rigorously.
• Mentor and develop sales personnel to strengthen the team's capabilities and pipeline.
• Ensure optimal resource deployment including manpower allocation, territory coverage, and planned market visits.

Candidate Profile

• Possess 12-16 years of solid FMCG sales experience, with emphasis on General Trade.
• Career growth ideally spanning ASE/TSI to ASM to Cluster/Regional leadership roles or similar progressions.
• Deep familiarity with distributor management, secondary sales processes, market development, and retail execution.
• Proven track record managing multiple territories and sizable sales teams.
• Strong grasp of General Trade market dynamics and FMCG distribution channels.
• Outstanding leadership, analytical thinking, communication, and negotiation skills.
• Robust commercial understanding supported by a history of consistently meeting sales targets.
• Willing and able to travel extensively within the assigned cluster area.

Preferred Background

Applicants coming from established FMCG, Consumer Goods, Personal Care, Food & Beverages, or Home Care sectors, with a strong background in General Trade, will be favored.