Cluster Head

Confidential; Ernakulam; On-site; INR 1,500,000 - 2,100,000; Full time

Job summary

Confidential is seeking a Cluster Head – General Trade to lead sales operations across the assigned cluster in FMCG. The role focuses on driving primary and secondary sales, expanding distribution, and delivering revenue growth through strong distributor partnerships and retail execution.

The candidate will manage multiple territories with a large General Trade sales team, requiring extensive experience in ASM/ASE and cluster-level leadership.

Qualifications

• 12–16 years of experience in FMCG sales.
• Progressed through ASE/TSI → ASM → Cluster/Regional-level roles or equivalent.
• Strong distributor management, secondary sales, and retail execution experience.

Responsibilities

• Drive primary and secondary sales across the assigned cluster.
• Develop and execute General Trade sales strategy to achieve revenue and volume targets.
• Manage and strengthen distributor and channel partner network.
• Drive distribution, outlet expansion, market coverage, and product availability.
• Monitor sales performance, market trends, pricing, and trade schemes.
• Ensure effective execution of company initiatives and promotional activities.

Skills

General Trade sales

Distributor management

Team leadership

Market expansion

Retail execution

Job description

Job Title: Cluster Head – General Trade

Industry : FMCG

Experience : 12–16 years

Job Purpose :

To lead General Trade sales operations across the assigned cluster, drive business growth, strengthen distribution, and ensure achievement of sales and profitability targets.

Key Responsibilities :

• Drive primary and secondary sales across the assigned cluster.
• Develop and execute the General Trade sales strategy to achieve revenue and volume targets.
• Manage and strengthen the distributor and channel partner network.
• Drive numeric distribution, outlet expansion, market coverage, and product availability.
• Monitor sales performance, market trends, competitor activities, pricing, and trade schemes.
• Ensure effective execution of company initiatives and promotional activities.
• Conduct regular business reviews and take corrective actions to achieve targets.
• Build strong relationships with distributors, retailers, and key trade partners.
• Drive productivity and effectiveness of the sales team through regular reviews and market visits.
• Prepare sales forecasts, MIS, and business plans for the assigned cluster.
• Ensure adherence to company processes, credit norms, and distributor management guidelines.

Team Management :

• Lead and manage a large General Trade sales team across multiple territories.
• Must have prior experience handling ASM / ASE teams or equivalent frontline and supervisory sales teams.
• Set clear targets and KPIs and monitor team performance.
• Coach, mentor, and develop team members to build a strong sales pipeline.
• Ensure effective manpower deployment, territory coverage, and beat planning.

Candidate Profile :

• 12–16 years of relevant experience in FMCG sales, preferably with strong General Trade exposure.
• Should have progressed through ASE/TSI → ASM → Cluster/Regional-level roles or equivalent.
• Strong experience in distributor management, secondary sales, market expansion, and retail execution.
• Experience managing multiple territories and a sizeable sales team.
• Strong understanding of General Trade dynamics and FMCG distribution.
• Excellent leadership, analytical, communication, and negotiation skills.
• Strong commercial acumen with a proven track record of delivering sales targets.
• Willingness to travel extensively across the assigned cluster.

Preferred Background :

Candidates from established FMCG / Consumer Goods / Personal Care / Food & Beverages / Home Care companies with strong General Trade experience will be preferred.