General Manager - Sales

Sales Manager

Business: PCH Department: Sales Location: Kurla Travel: High

The role is responsible for delivering high-impact business results across geographies with a focus on business growth, top-line achievement, trade brand performance, sales transformation, and profitability. The incumbent will lead a team of managers to ensure execution excellence, drive channel expansion, and implement key projects in line with the organization's go-to-market strategy. This position requires strong strategic leadership, P&L management skills, and deep experience in managing large, multi-layered sales teams.

Key Stakeholders: Internal

• Sales & Distribution Team
• Marketing & Brand Teams
• Supply Chain & Operations
• Finance & Commercial Teams
• HR Business Partners

Key Stakeholders: External:

• Distributors, Stockists, and Trade Partners
• Key Retail Accounts
• Channel Partners
• Industry Associations & Regulatory Bodies

Reporting Structure: Will report to Deputy Vice President & Head – Sales Team size – 6 senior direct reportees

Essential Qualification:

• Graduate in Business/Commerce/Science (MBA/PGDM preferred)
• Strong understanding of FMCG/OTC markets, sales channels, and trade marketing

Relevant Experience:

• Minimum 10–12 years in FMCG/OTC Sales, including at least 2 years as a Manager of Managers (managing managers who in turn manage teams)
• Proven track record of delivering sales and profitability targets
• Experience in both domestic and international markets (preferably Nepal/South Asia)
• Exposure to go-to-market transformation initiatives

Key Roles / Responsibilities:

• Business Delivery & Profitability
• Deliver overall sales targets and ensure a balanced product mix.
• Deliver business through strategic market development and channel partnerships.
• Achieve EBITDA target by driving operational efficiencies and cost control measures.
• Drive trade brand growth through focused brand-building and sales activation.
• Sales Transformation & Channel Expansion
• Drive Offline Go-to-Market Transformation with improved productivity metrics.
• Optimize distribution channel mix & identify and develop new channels for growth.
• Team Leadership & People Development
• Lead a multi-layered sales team, ensuring performance management, capability building and succession planning.
• Building teams by fostering engagement, career development, and recognition and attaining regrettable attrition targets.
• Stakeholder Management & Collaboration
• Partner with cross-functional teams to ensure seamless execution of market plans.
• Build strong relationships with external trade partners to secure long-term business growth.

Key Competencies:

• Strategic Thinking & Business Acumen
• P&L Management
• Sales Channel Development & Expansion
• Cross-functional Collaboration
• Change Management & GTM Transformation
• Data-driven Decision Making
• People Leadership (Manager of Managers)
• Stakeholder Engagement & Influence
• Execution Excellence under High Travel Demands