WHO WE ARE LOOKING FOR:
We are looking for a dynamic, capable, experienced professional to lead the strategic growth and profitability of the Private Label (PL) division by developing new business opportunities, managing key retail accounts, and building a high-performing global sales team. The role will drive sales strategy, pricing, and contract management while ensuring alignment between customer expectations, operational capacity, and company objectives. The Sales Head will report directly to the Business Head and will be accountable for topline growth, margin sustainability, customer portfolio strategy, and sales organization capability. The position is based in Bangalore.
Key skills:
- Strong understanding of private-label sales models.
- Expertise in management, sourcing, labelling, and international trade compliance.
- Advanced negotiation and contract management skills.
- Financial acumen to analyse P&L, pricing structures, and profitability.
- Familiarity with export documentation, food labelling laws (FDA, FSSAI, EU), and supply chain dynamics.
- Proficiency in CRM tools, Excel, and data-driven sales reporting.
Principal Responsibilities:
Strategic Leadership & Sales Planning
- Develop and implement a comprehensive sales strategy aligned with company goals (volume growth, margin targets, market share).
- Define annual and quarterly sales forecasts based on market trends, client pipeline, and production capacity.
- Identify target segments – e.g. retail private-label buyers, HORECA (hotels/restaurants/catering) and distributors.
- Work closely with the CEO to set pricing strategy, discount structures, and volume incentives.
Business Development & Key Account Management
- Build and manage relationships with large private-label clients – retail chains, supermarket groups, food manufacturers.
- Lead negotiations for supply contracts, co-packing agreements, and long-term distribution deals.
- Identify new business opportunities.
- Ensure customer retention through proactive communication, service quality, and on-time delivery.
Team Leadership & Performance Management
- Build a performance-driven, ethical, and customer-centric sales culture aligned with company values and sustainability goals.
- Set KPIs and performance targets for sales personnel – revenue, margins, customer acquisition, retention, etc.
- Conduct regular sales reviews, coaching, and pipeline tracking sessions.
- Foster collaboration between sales, production, sourcing, quality, and logistics teams for smooth execution of orders.
- Recruit, train, and mentor sales staff in technical product knowledge (e.g. spice sourcing, quality specs, regulatory labelling).
Pricing, Contracts & Commercial Governance
- Own the pricing model, ensuring competitive positioning while maintaining healthy margins.
- Approve quotations, tenders, and proposals for key customers.
- Ensure contracts reflect supply terms, quality assurance clauses, lead times, and legal compliance (food labelling, trade laws).
- Monitor and manage credit risk and payment terms with finance.
- Track profitability by product line and customer.
Product & Market Intelligence
- Monitor market trends, retail shelf prices, and competitors’ private-label strategies.
- Gather and analyse data on consumer preferences, emerging spice blends, packaging innovations, and clean-label trends.
- Collaborate with the R&D / product development team to suggest new blends, packaging formats, or organic/specialty variants.
- Attend trade fairs and exhibitions (e.g., PLMA, Anuga, SIAL, Supply Side West, Fancy Foods) to network and benchmark competitors.
Reporting & Analysis
- Report monthly sales performance, pipeline, and forecast accuracy to management.
- Prepare margin and profitability analyses by region, product, or client.
- Maintain an updated CRM system for pipeline visibility and decision-making.
- Track and report customer satisfaction metrics and complaint resolution.
DESIRED CANDIDATE PROFILE
- Management degree from a premium institute
- Minimum 10 years of experience in Sales leadership role with proven profitability
- Proven experience in a lead role, operational efficiency, and project management.
- Keep abreast of the changes in domestic and international business landscape within their sector.
- Open for frequent business travel to Indian operational entities and abroad.