Nestasia is hiring General Trade - Head
Location- Kolkata
Experience-10+ years of experience
Role Overview
The General Trade Head East Region will lead and drive the General Trade (GT) business across the East zone, owning revenue growth, distribution expansion, and channel execution excellence. The role is responsible for strengthening distributor networks, improving market penetration, and delivering sustainable primary and secondary sales growth across traditional retail channels.
This is a strategic and execution-focused leadership role requiring strong distributor management, regional planning, and team development capabilities.
Duties and responsibilities
1. Regional Sales & Revenue Ownership
- Deliver annual and quarterly primary and secondary sales targets for the East Region.
- Drive revenue growth, market share expansion, and profitable business development across General Trade.
- Monitor region-wise performance dashboards and ensure corrective action planning.
2. Distribution & Market Expansion
- Expand and strengthen distributor network across key East.
- Improve numeric and weighted distribution, outlet coverage, and SKU penetration.
- Identify new towns, sub-distributors, and growth clusters for GT expansion.
- Ensure optimal stock availability and channel inventory health.
3. Channel Execution & Trade Marketing
- Ensure strong execution of trade schemes, retailer engagement programs, and visibility initiatives.
- Improve sell-through via retailer activation, merchandising standards, and outlet productivity.
- Partner with marketing to execute product launches effectively in the GT channel.
4. Team Leadership & Capability Building
- Lead, coach, and develop Regional Sales Managers, Area Sales Managers, and field sales teams.
- Establish clear KPIs and accountability frameworks.
- Drive a performance-oriented and execution-driven sales culture.
5. Financial & Commercial Management
- Manage trade spends, distributor margins, and regional profitability.
- Track receivables, credit discipline, and working capital efficiency.
- Contribute to regional AOP planning and forecasting accuracy.
6. Market Intelligence & Strategy
- Monitor competitor pricing, schemes, and retail activity.
- Provide structured market feedback to central leadership.
- Develop region-specific strategies aligned with national GT objectives.
Desired Candidate Profile
- 10+ years of experience in General Trade / Channel Sales in consumer goods, home & lifestyle, FMCG, or retail-driven categories.
- Strong understanding of traditional retail ecosystem in East India.
- Proven track record of managing distributor networks and scaling regional sales.
- Experience leading multi-layered sales teams.
- Strong commercial acumen and analytical orientation.
- MBA (Marketing/Sales preferred).
