Job Description

The State Head - General Trade will lead and drive the GT business across the assigned state, ensuring achievement of primary and secondary sales targets, market expansion, distributor management, and team leadership. The role is responsible for developing and executing effective sales strategies, driving market share, and strengthening the company's GT footprint.
Key Responsibilities:
Own and deliver state-level GT sales targets for primary, secondary, and tertiary sales.
Develop, appoint, and manage a robust distribution network, ensuring optimal coverage and productivity.
Drive retailer engagement, outlet expansion, and effective merchandising across all territories.
Design and implement local trade promotions, schemes, and initiatives to boost offtakes.
Regularly analyze sales data, market trends, and competitor activities to identify growth opportunities.
Lead, mentor, and motivate Area Sales Managers (ASMs), Territory Sales Officers (TSOs), and Sales Executives to ensure high performance.
Ensure effective stock, supply chain, and inventory management to avoid stock-outs or excesses.
Maintain healthy credit discipline and oversee timely collections from distributors.
Build strong relationships with key trade partners, channel stakeholders, and modern retail outlets (if hybrid GT/MT).
Ensure compliance with company policies, reporting requirements, and market hygiene standards.
Review performance through regular market visits, joint working with the sales team, and monthly/quarterly reviews.
Key Requirements:
Graduate/Postgraduate in Business/Marketing; MBA preferred.
10-15 years of experience in FMCG sales with at least 4-5 years in a managerial GT leadership role (State/Regional level).
Strong knowledge of General Trade sales operations, distribution expansion, and retail management.
Proven track record in driving volume growth, outlet expansion, and team development.
Excellent people management, negotiation, and analytical skills.
Willingness to travel extensively across the state.
Proficiency in MS Office, sales reporting tools, and market analysis.