Head of Sales

Offline Sales Head

Consumer Products · Gurugram

About Tata 1mg

Tata 1mg is a trusted health partner for end consumers and large institutions, with a mission to make healthcare understandable, accessible, and affordable for all Indians. Present in 1,000+ cities and serving 1M+ organic users per day, 1mg operates across ePharmacy, eDiagnostics, eConsult, and offline stores — with 15M+ ePharmacy orders delivered and a 6,400+ strong team.

About the team

Consumer Products is one of Tata 1mg's fastest-growing businesses, building India's most trusted health and supplements brand. The offline channel is a critical growth frontier — spanning Tata 1mg's own retail stores, retail pharmacy chains, and general trade outlets. The team works closely with category, supply chain, and marketing to ensure the portfolio wins at the point of sale across India.

What you will do

Responsibilities

• Own the complete P&L for offline channels — own stores, retail pharmacies, and general trade — with full accountability for revenue, margin, and channel-level profitability.
• Build and execute a channel-wise growth strategy; identify geographic expansion priorities, new outlet categories, and distribution white spaces to drive sustainable scale.
• Lead and manage a team of cluster leads across regions — set targets, review performance, coach for capability, and build a high-accountability field sales culture.
• Own primary and secondary sales tracking; design robust reporting cadences and ensure the team has real-time visibility into sellout, inventory, and offtake data at outlet level.
• Drive market insights — track competitor activity, shelf dynamics, and shopper behaviour across channels; translate field intelligence into actionable strategy.
• Plan and execute trade promotions, scheme calendars, and visibility drives (merchandising, shelf placement, display) to maximise brand presence and offtake at point of sale.
• Identify and proactively manage channel conflict across online and offline touchpoints — design guardrails on pricing, pack architecture, and promotional mechanics to protect channel health.
• Work closely with supply chain and category teams to ensure optimal stock availability, planogram compliance, and on-time replenishment across the network.
• Partner with brand and performance marketing on BTL activations, in-store campaigns, and retail partnerships to amplify demand at the point of purchase.

What we are looking for

Offline sales expertise

6+ years in sales roles across retail pharmacy, general trade, or FMCG channels. Prior experience managing a distributed field team is essential.

P&L ownership

Comfortable owning a channel P&L end-to-end — from revenue and trade spend to margin management and ROI on promotional investment.

Data-driven execution

Strong command of primary and secondary sales data, outlet-level analytics, and distributor management systems. Uses numbers to drive field decisions.

Team leadership

Proven track record building and managing multi-layered field sales teams across geographies; strong coaching instinct and performance management discipline.

Trade marketing acumen

Deep understanding of trade promotion mechanics, merchandising best practices, and scheme design that drives offtake without eroding brand equity.

Cross-functional collaboration

Ability to work effectively with supply chain, category, and brand teams to align on availability, pricing, and visibility priorities across channels.

Why join us

Tata 1mg is at an inflection point in its offline journey — with a growing store network, deepening pharmacy partnerships, and an ambitious general trade rollout ahead. As Offline Sales Head, you will have the rare opportunity to build a channel from the ground up within a brand that Indians already trust, backed by the distribution muscle of Tata and the agility of a digital-first business.