Unique Job Role 

Head of Sales & Marketing 

Date Last Updated 

9th Jan 2024

Business/Function/Site 

Sales & Marketing 

Department 

S&M of IRIS, LIA & Stop – O, GT and MTO

Direct Reporting To 

Managing Director

Functional Area

Wellness & Lifestyle

Dotted Reporting to 

NA 

Sub Functional Area 

Responsible for P&L, Sales revenues and Marketing development and implementation of an effective sales strategy for the  business. Responsible for planning, reporting, quota setting and management, sales process optimization, integrated marketing  strategy, sales job design, sales training, sales program implementation, sales compensation design and administration, and  recruiting and selection of sales force talent.

Key Accountabilities

1. Developing and implementing sales strategies for increase of market share and profitability on sustainable basis in  line with Annual Business Plan (ABP). Create and plan yearly marketing plan with ROI analysis.  

2. Responsible for GT and MTO channels. Expected to work with Ecom & Digital Head & share relevant market inputs & work towards Omni-channel presence of brands. 

3. To direct the Sales team and establish sales targets brand wise, pack wise as per ABP, help them in breaking the  same geographically, monthly, weekly & daily targets. 

4. To motivate & direct Sales team to establish coverage, distribution and display objectives to meet sales targets. 

5. Responsible for Consumer Marketing Initiatives and Brand management of wellness & lifestyle categories of NRRS for IRIS, LIA and Stop-O brands. Develop & implement marketing strategy for new and existing products including  campaigns, events, digital marketing, and PR. 

6. To plan and implement local sales promotion, liaise with the ‘Region specific sales’ teams & the ‘Analytics’ team, to  decide the Consumer Marketing Initiatives 

7. To analyze stock movement/availability 

8. Help board in developing long term pricing strategy to maximize variable margin through product/ territory/ pack mix  decisions. Work towards reduction in cost with optimum quality of product development 

9. Regularly have commercial review for profitability and working capital including debtors. 

10. Have a clear focus on new channels like Institutions and Modern Trade, Digital, etc. to build Distribution, visibility, and volumes. 

11. Decide the different ATL and BTL type of campaigns to be conducted across the year & the budget to be allocated  for them. Achieve financial objectives by preparing an annual budget; scheduling expenditures; analysing variances;  initiating corrective actions for all Marketing activities 

12. Work out a training calendar for all players in the Sales Organization and implement the same with the help of head – sales and training development 

13. Achieve Turnover & Profit targets.  

14. Recruit, Develop & retain quality manpower

▪ Strategic Orientation

▪ Performance and Accountability

▪ Leading Teams

▪ Communication & Listening

▪ Negotiation

▪ Decision Making

▪ Entrepreneurial Mindset

▪ Planning and Organizing

▪ Flexibility and Adaptability

▪ Mentoring and Coaching

EDUCATIONAL QUALIFICATIONS: (degree, training, or certification  required)

• MBA or equivalent from a reputed Tier A  institute (Preferably in Sales & Marketing)

RELEVANT EXPERIENCE: (no. of years of technical, functional,  and/or leadership experience or specific exposure required)

• 15+ years total experience in sales and  

marketing with 7+ years in managerial capacity And 7-10 years in a premier FMCG