City Head Sales

Bennett Coleman & Co Ltd (The Times Of India); Pune District; On-site; INR 3,000,000 - 5,000,000; Full time

Job summary

The Times of India, Bennett Coleman & Co Ltd, Pune, is seeking a dynamic City Sales Head to drive circulation growth, market expansion, and revenue delivery within the city. You will lead circulation sales operations, strengthen trade relationships, and oversee newspaper distribution.

You will build and execute city-level sales strategies, manage a large distribution network, and partner with Marketing and Editorial to boost readership and NPS while ensuring financial discipline and timely

Qualifications

• 10+ years of experience in circulation, distribution, or related sales.
• Experience leading city/regional sales operations.
• Proven ability to manage large distribution networks.
• Track record of revenue growth and operational efficiency.

Responsibilities

• Drive circulation revenue and market share growth across the assigned city.
• Develop city-level sales strategies aligned with organizational objectives.
• Identify readership growth through subscriptions, retail sales, and trade partners.
• Monitor market trends and competitor activities to plan growth.
• Lead, coach, and develop a team of sales executives and field personnel.
• Own city-level sales budgets, forecasting, and profitability metrics.
• Collaborate with Editorial, Marketing, Finance, and Supply Chain teams.
• Ensure timely collections and zero overdue receivables.
• Drive cost optimization across logistics and distribution operations.

Skills

Circulation sales

Distribution management

FMCG sales

Media sales

Channel sales

Education

Graduate

MBA

Job description

Job description

THE OPPORTUNITY:

We are looking to hire a dynamic and result-oriented City Sales Head to drive circulation growth, market expansion, distribution excellence, and revenue delivery within the assigned city. The role will be responsible for leading circulation sales operations, strengthening trade relationships, ensuring efficient newspaper distribution, and driving reader acquisition and retention initiatives.

WHAT YOU WILL DO:

Business Growth & Revenue Management

• Drive circulation revenue and market share growth across the assigned city.


• Develop and execute city-level sales strategies aligned with organizational objectives.


• Identify opportunities for readership growth through subscriptions, retail sales, and trade partnerships.


• Monitor market trends, competitor activities, and consumer behavior to formulate growth plans.

Distribution & Trade Management

• Manage the end-to-end newspaper distribution ecosystem, including agents, distributors, vendors, and hawkers.


• Ensure timely and seamless newspaper delivery across all distribution points.


• Strengthen trade relationships and resolve channel-related issues proactively.


• Drive expansion into new territories and underpenetrated markets.

Team Leadership

• Lead, coach, and develop a team of sales executives and field personnel.


• Set performance goals, monitor KPIs, and ensure achievement of city targets.


• Build a high-performance culture through regular reviews, coaching, and capability-building initiatives.

Market Development & Reader Acquisition

• Plan and execute local sales and activation campaigns to drive readership.


• Collaborate with Marketing and Editorial teams to enhance reader engagement.


• Implement innovative customer acquisition and retention programs.


• Improve customer satisfaction and NPS through focused interventions.

Financial & Operational Excellence

• Own city-level sales budgets, forecasting, and profitability metrics.


• Ensure timely collections and maintain financial discipline with zero overdue receivables.


• Drive cost optimization initiatives across logistics and distribution operations.


• Leverage data analytics and MIS reports to track performance and identify improvement opportunities.

Stakeholder Management

• Collaborate closely with Editorial, Marketing, Finance, and Supply Chain teams.


• Maintain strong relationships with key trade partners, distributors, and vendors.


• Represent the organization in local trade forums and industry interactions.


• Early Morning: 4:30 AM 7:00 AM (Depot Operations)


• Afternoon: 12:30/1:00 PM onwards (Field Sales & Customer Acquisition)


• Working Days: 6 days a week (Saturday & Sunday are working days, with one weekday off on a roster basis).

WHAT YOU BRING:

• 10+ years of experience in Circulation Sales, Distribution Management, FMCG Sales, Media Sales, or Channel Sales.


• Strong exposure to leading city or regional sales operations.


• Experience in managing large distribution networks and trade partners.


• Proven track record of delivering revenue growth, market share gains, and operational efficiencies.

EDUCATION

Graduate/MBA in any field

Must Have

• Must be open to work in morning shift (4 am till 8 am)


• Must own 2-wheeler


• Should be comfortable with 6-day working week

EQUAL OPPORTUNITY AND ACCESSIBILITY

BCCL is an equal opportunity employer. We are committed to building a diverse and inclusive workplace and consider applicants without discrimination based on gender, gender identity or expression, sexual orientation, disability, age, religion, caste, ethnicity, marital status, or any other characteristic protected by applicable law. Candidates who need reasonable accommodation during the recruitment process may inform the recruiter.