Position: National Sales Manager
Key Responsibilities
- Sales Strategy & Business Planning: Develop and execute national sales strategies that drive sustainable revenue growth, market share expansion, and profitability. Prepare annual, quarterly, and monthly sales plans, budgets, forecasts, and product mix targets aligned with business objectives.
- Sales Leadership & Team Development: Lead, mentor, and develop a high-performing national sales team through coaching, performance management, succession planning, and capability building.
- Distribution & Channel Management: Drive nationwide distribution by strengthening distributor partnerships, optimizing route-to-market strategies, expanding market coverage, and ensuring effective channel execution across General Trade, Modern Trade, Fleet Accounts, Dealers, and Key Accounts where applicable.
- Business Development & Account Management: Build and maintain strong relationships with distributors, dealers, retailers, and key customers. Negotiate commercial agreements and identify opportunities to expand sales and distribution.
- Sales Performance Management: Monitor sales KPIs, distributor performance, territory productivity, and channel profitability. Analyze sales trends and implement action plans to consistently achieve business objectives.
- Market Intelligence: Monitor competitor activities, pricing, customer trends, and market developments to identify growth opportunities and maintain a competitive advantage.
- Trade & Commercial Execution: Ensure effective implementation of pricing strategies, promotional programs, merchandising initiatives, and trade marketing activities while maximizing return on investment.
- Budget & Profitability Management: Manage sales budgets, trade investments, discounts, rebates, and promotional spending to deliver profitable and sustainable growth.
- Cross-Functional Collaboration: Partner with Marketing, Supply Chain, Finance, and Operations to ensure product availability, successful product launches, and excellent customer service.
Required Qualifications
- Experience: Minimum of 8 years of progressive sales leadership experience, with at least 3–5 years in a National Sales Manager or equivalent leadership role.
- Industry Background: Strong experience in the tire, automotive, automotive aftermarket, lubricants/oil, industrial products, FMCG, or other related distribution-driven industries.
- Sales & Distribution Expertise: Demonstrated success in growing sales, managing nationwide distributor networks, expanding market coverage, and developing effective route-to-market and channel strategies.
- Channel Management: Extensive experience managing distributors, dealers, wholesalers, Modern Trade, General Trade, and Key Accounts, with a proven ability to improve distribution efficiency and channel profitability.
- Leadership: Proven ability to lead, motivate, and develop high-performing sales teams across multiple regions.
- Commercial Acumen: Strong understanding of sales forecasting, demand planning, pricing strategies, trade marketing, account management, and commercial negotiations.
- Analytical Skills: Excellent analytical and business planning skills, with the ability to interpret sales data and market trends to support strategic decision-making.
- Communication & Negotiation: Outstanding communication, presentation, relationship-building, and negotiation skills.
- Education: Bachelor's degree in Business Administration, Marketing, Management, or a related field. An MBA is an advantage.
- Mobility: Willing to travel extensively nationwide.
