Lead – National Tertiary Sales

V-Guard; Gurugram District; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

V-Guard is seeking an experienced professional to lead sell-out operations in Gurugram, India. The role involves developing and implementing sell-out strategies, monitoring performance against KPIs, and managing budgets effectively.

The ideal candidate will have 8-12 years of experience in FMCG or Retail Sales, with a strong understanding of retail dynamics, and proven capabilities in managing national or zonal sell-out operations.

Qualifications

• 8–12 years in FMCG, Consumer Durables, or Retail Sales required.
• Proven experience in managing national or zonal sell-out operations.
• Basic understanding of retail operations and sales processes.

Responsibilities

• Own sell-out targets and develop strategies for growth.
• Design and implement sell-out strategies including promotions.
• Monitor performance against KPIs and drive corrective actions.

Skills

Retail operations understanding

Digital tools proficiency

Effective communication

Education

Graduate in any discipline

Tools

BI dashboards

Mobile apps for reporting

Job description

• Own sell-out targets for Modern Trade and Regional Specialty Stores, and develop strategies to consistently achieve planned growth.
• Design and implement the sell-out strategy including consumer offers, bank tie-ups, category promotions, visibility interventions, and POS communication.
• Develop annual and quarterly sell-out calendars aligned with business objectives, category priorities, and retailer Joint Business Plans (JBPs).
• Ensure uniformity and consistency of sell-out execution across all regions and channels through structured governance routines.
• Identify growth opportunities by analyzing sell-out trends, category movement, competitive activity, and store-level insights shared by regional teams.

2.Regional Sell-Out Oversight & Performance Governance

• Provide guidance and direction to Regional Tertiary Leads to ensure effective execution of sell-out programs and execution initiatives.
• Monitor performance against KPIs such as sell-out achievement, ISP productivity, planogram compliance, on-shelf availability, and kitchen expansion.
• Drive timely corrective actions by aligning with Regional Leads, KAMs, Supply Chain, and Trade Marketing based on performance gaps.
• Conduct structured monthly and quarterly reviews to track progress against JBP milestones, category expansion, regional execution, and ISP performance.

3.Cross-Functional Collaboration & Alignment

• Collaborate closely with Trade Marketing to drive effective communication of promotional offers, visibility guidelines, and retail toolkits.
• Partner with KAMs to ensure strong sell-in support, alignment with account JBPs, correct pricing architecture, and adequate inventory availability for sell-out.
• Work with Supply Chain to ensure timely replenishment, availability in warehouses, and alignment on forecast-driven sell-out initiatives.
• Align sell-out programs with branch-level execution plans to maximize impact in strategic stores.
• Coordinate with Finance and Commercial teams for smooth implementation of offers, bank tie-ups, and credit-valid promotional schemes

4. Sell-Out Budget Management & ROI Tracking

• Own the sell-out budget and allocate spends effectively across regions, categories, and promotional windows.
• Track ROI for consumer promotions, activations, visibility spends, and ISP investments to ensure cost efficiency and business impact.
• Prepare monthly budget utilization reports, highlight variances, and recommend optimization measures to improve spend effectiveness.
• Ensure financial governance and compliance related to promotional spends and activation investments.

5. Capability Building, Process Standardization & Digital Adoption

• Develop SOPs, playbooks, and execution guidelines for Regional Tertiary Leads, Tertiary Executives, and ISPs to ensure consistent execution excellence.
• Create capability-building modules (co-developed with Training) for sell-out teams, promoters, and store influencers, ensuring consistent uplift in skills and performance.
• Drive adoption of digital tools, BI dashboards, and reporting systems that enable real-time tracking of execution KPIs (planogram, OSA, beat-plan adherence, ISP productivity).
• Conduct periodic workshops to enhance team capability in sell-out analytics, in-store execution, and program deployment.

QUALIFICATIONS & EXPERIENCE

• Graduate in any discipline (Commerce, Business, or related field preferred)
• Basic understanding of retail operations and sales processes
• Ability to communicate effectively in English and local language
• Comfortable using mobile apps or digital tools for reporting and data capture
• 8–12 years in FMCG, Consumer Durables, or Retail Sales
• Proven experience in managing national or zonal sell-out operations
• Experience in in-store execution, merchandising, and secondary sales tracking
• Strong understanding of Modern Trade dynamics and promoter programs