Head of Sales – Classical Business

Company Overview

The Arya Vaidya Pharmacy (Coimbatore) Ltd. (“AVP or the Company”) is a 120-year-old legacy organization and the flagship company of the AVP Group. Deeply rooted in rich heritage and traditional Ayurvedic principles, AVP is recognized as one of India’s most respected Ayurvedic institutions, engaged in the manufacturing and distribution of authentic Ayurvedic formulations and healthcare products. AVP has a strong presence across Southern India and is rapidly expanding its footprint in other regions of the country. The organization employs over 500 professionals across diverse functions including sales, manufacturing, quality assurance, branches, and franchise operations. AVP’s manufacturing facility at Kanjikode, Kerala is GMP certified, while its newer facilities are ISO 22716:2007 certified and designed in accordance with World Health Organization (WHO) GMP standards.

Job Summary

The Head of Sales – Classical Business will be responsible for leading and driving the overall sales strategy, distribution expansion, institutional engagement, and revenue growth for the Company’s Classical Ayurvedic products portfolio across India. The role requires strong leadership capability, a deep understanding of the Ayurvedic/pharma distribution ecosystem, and proven experience in managing large-scale sales operations. The incumbent will play a critical role in strengthening market penetration, improving channel productivity, and building sustainable growth across retail, wholesale, institutional, and practitioner-driven channels.

Responsibilities

• Sales Strategy & Business Growth

  • Develop and execute sales strategies for the Classical Business division.
  • Drive revenue growth, market share expansion, and profitability across regions.
  • Identify new product categories, high-potential markets, and growth channels.
  • Build long-term sales plans aligned with organizational objectives.

• Distribution & Channel Management

  • Strengthen and expand the distributor, stockist, and retail network across India.
  • Improve channel productivity, market coverage, and secondary sales visibility.
  • Ensure effective inventory management and demand planning across channels.
  • Monitor distributor performance and implement corrective actions where required.

• Team Leadership

  • Lead, mentor, and develop regional and zonal sales teams.
  • Establish clear KPIs, sales targets, and performance management systems.
  • Foster a high-performance, accountable, and collaborative sales culture.
  • Drive capability building and succession planning within the sales organization.

• Institutional & Practitioner Engagement

  • Strengthen relationships with Ayurvedic practitioners, hospitals, institutions, and trade partners.
  • Develop initiatives to enhance prescription generation and practitioner advocacy.
  • Support scientific and promotional activities in coordination with marketing teams.

• Commercial & Operational Excellence

  • Prepare and review budgets for all channels and conduct regular review of P&L.
  • Monitor pricing, margins, trade schemes, and commercial effectiveness.
  • Ensure achievement of sales targets within approved budgets.
  • Drive data-based decision-making using sales analytics and market intelligence.
  • Collaborate with supply chain, finance, marketing, and production teams to ensure smooth business operations.

• Compliance & Governance

  • Ensure adherence to regulatory requirements, company policies, and ethical business practices.
  • Maintain discipline in receivables management and channel compliance.

Qualifications

• Educational Qualification

  • Bachelor’s degree in Pharmacy / Ayurveda / Science.
  • MBA in Sales, Marketing, or Business Management preferred.

• Experience

  • 12+ years of experience in sales leadership roles within Ayurveda, pharma, or healthcare sectors.
  • Strong exposure to Classical Ayurvedic products/business is highly preferred.
  • Proven track record of managing large distribution-driven businesses at a national level.

• Key Skills & Competencies

  • Strategic sales leadership.
  • Distribution and channel management.
  • Team management and people development.
  • Business planning and forecasting.
  • Commercial acumen.
  • Strong negotiation and relationship management skills.
  • Analytical and decision-making capability.
  • Understanding of Ayurvedic market dynamics.

Environment

This is an in-office position located in Coimbatore, Tamil Nadu, with travel across India required for the role.

Salary

Salary details are not specified.

Growth Opportunities

Potential career advancement opportunities within the company may include higher leadership roles in sales and strategic management.

Benefits

Details regarding offered benefits are not specified.