Sales Lead

Job description

**Role & responsibilities** **1.** **GT Sales Strategy & Revenue Growth:** - Own and deliver the annual GT revenue targets for all product categories - Develop and execute the GT go-to-market strategy including channel prioritisation, geography expansion, and distributor network planning. - Identify whitespace opportunities in existing and new markets and drive new outlet additions across Tier 1 & 2 markets - Implement trade schemes, promotional programmes, and seasonal activations with a sharp focus on ROI. **2.** **Distributor & Channel Management** - Appoint, onboard, and manage distributors and super-stockists across assigned territories. - Ensure healthy distributor ROI, optimum inventory management, and consistent secondary sales performance. - Build strong distributor relationships and act as the primary point of contact for trade partners. **3.** **Beauty & Fragrance Category Expertise** - Leverage deep knowledge of the beauty and personal care GT landscape to craft category-specific sales strategies - Understand product positioning, price architecture, and competitive dynamics within the GT environment. - Drive focus SKU visibility, shelf share, and rate of sale across key GT counters - Collaborate with the brand team to translate BTL and marketing investments into measurable GT sell-out impact. **4.** **Field Team Leadership** - Recruit, train, and lead a high-performing team of Area Sales Managers, TSO/TSE across the GT territory. - Set clear targets, review performance regularly, and build a culture of accountability and execution excellence. - Coach field teams on category storytelling, retailer engagement, and effective in-store merchandising. - Drive field productivity through structured beat planning, journey plans, and outlet coverage norms. **5.** **Reporting, Analytics & Cross-Functional Collaboration** - Provide market intelligence inputs on competitor activity, pricing moves, and retailer sentiment. - Partner with supply chain and commercial teams to ensure product availability and timely fulfilment across the channel. - Work closely with the brand and D2C teams to ensure integrated go-to-market plans and consistent consumer messaging. **Preferred candidate profile** - 8-12 years of experience in GT/traditional trade sales, with at least 3 years in a lead/ managerial role - MBA or equivalent - Experience managing large field teams and strong understanding of the modern GT landscape