GT/MT Sales Head

Job Summary

We are seeking an experienced and result-oriented GT/MT Sales Head to lead sales operations for fresh and perishable Fast-Moving Consumer Goods (FMCG) products across General Trade (GT) and Modern Trade (MT) channels. This role is pivotal in driving revenue growth, expanding market presence, managing key retail relationships, and ensuring efficient distribution for highly time-sensitive product categories.

Responsibilities

• Develop and execute GT and MT sales strategies to achieve revenue and market share targets.
• Drive primary and secondary sales growth across regions and channels.
• Identify new business opportunities, distributor expansion, and channel penetration strategies.
• Build strong relationships with key accounts, retail chains, distributors, and wholesalers.
• Manage partnerships with modern trade chains such as Reliance Retail, DMart, Spencer’s, Star Bazaar, and Nature’s Basket.
• Negotiate commercial agreements, listings, promotions, visibility, and trade margins.
• Plan and execute in-store activations and promotional campaigns.
• Strengthen distributor network and retailer relationships to ensure product availability, visibility, and distribution reach in assigned territories.
• Monitor sales performance and drive execution excellence through field teams.
• Lead, mentor, and manage regional sales managers, Assistant Sales Managers (ASMs), and sales executives.
• Set Key Performance Indicators (KPIs), monitor performance, and drive productivity across the sales team.
• Build a high-performance sales culture.
• Coordinate closely with supply chain and operations teams to manage freshness, wastage, and inventory rotation.
• Ensure efficient stock movement and minimize expiry/wastage in perishable categories.
• Track competitor activities, pricing, and market trends.
• Generate actionable insights for product positioning and expansion strategies.
• Prepare sales forecasts, Management Information System (MIS) reports, channel performance analysis, and business reviews.
• Drive data-based decision-making and sales planning.

Qualifications

• 8–15 years of experience in FMCG sales with strong exposure to fresh and perishable categories.
• Experience handling both General Trade (GT) and Modern Trade (MT) channels.
• Strong network within FMCG retail and distribution ecosystem.
• Prior experience in categories such as dairy, bakery, frozen foods, fruits & vegetables, meat, seafood, beverages, or fresh foods preferred.
• Strong negotiation, team management, and business development skills.
• Ability to work effectively in a fast-paced, high-growth environment.

Experience

• Extensive experience in FMCG sales, particularly in fresh and perishable product categories.
• Proven track record of managing sales operations across GT and MT channels.
• Experience leading and mentoring sales teams.

Environment

• The role involves managing sales operations across multiple regions and channels.
• Collaboration with supply chain, operations, and field sales teams is essential.
• The work environment is dynamic and fast-paced, requiring adaptability and proactive management.