Manager- Sales

ITC; India; On-site; INR 1,500,000 - 3,500,000; Full time

Job summary

ITC is seeking a Manager - Sales to lead PAN India Branch Sales & Distribution, driving TM&D and category objectives. You will coach the Branch team, build market knowledge, and ensure disciplined execution aligned with RSM guidance.

The ideal candidate holds an MBA from a premier B-school, with 2 years FMCG sales experience in GT or category-led roles, and a proven record of delivering growth and market-share gains. This role demands strong leadership and analytics.

Qualifications

• MBA with strong academic credentials and leadership potential.
• 2 years FMCG sales experience (class of 2024/2025) in General Trade or category-led roles.
• Distributor and channel management experience.
• Track record of sales growth and market-share improvements.
• Strong analytical ability to translate data into insights.
• Demonstrated leadership and people development skills.

Responsibilities

• Develop and execute Branch S&D plans in consultation with RSM.
• Cascade business plans to sales teams across Circles.
• Achieve category availability, visibility and freshness.
• Set productivity benchmarks with the RSM and drive adherence.
• Manage cycle plan implementation and evaluation.
• Analyze sales, research and productivity data for insights.
• Provide feedback on Brand input plans with RSM.
• Aim for value/volume and share objectives for the Branch.
• Refine category understanding with RSM and apply market intelligence.
• Gather market intelligence on competitive products, pricing and packaging.

Skills

FMCG Sales Management

General Trade (GT)

Route-to-Market (RTM)

Revenue Growth Management

Territory Management

Distributor Management

Channel Sales

Trade Marketing

Sales Planning & Forecasting

Distribution Expansion

Category Management

Education

MBA (Premier / Top-tier B-school)

Job description

MANAGER SALES

Job Title: Manager - Sales

Reporting Manager: Senior Manager Sales

Function:Sales

Location:Pan India

PURPOSE OF THE JOB:

Own and drive Sales and TM&D operations for the respective category at the Branch, with accountability for delivering business objectives through strong execution, category expertise and effective team leadership. Lead, coach and motivate the Branch team to achieve TM&D, sales, value, volume and market-share objectives in close coordination with the RSM.

KEY FOCUS AREAS:

• Development and execution of Branch Sales & Distribution (S&D) plans for the relevant category group.
  
• Build and strengthen category expertise across the Branch team and enable effective dissemination of market and category knowledge.
  
• Drive robust Branch-level systems, processes and execution discipline.
  
• People development, coaching and capability building.
  
• Effective resource management and productivity enhancement.
  
• Ensure adherence to the Code of Conduct and all applicable governance requirements.
  

PRINCIPAL ACCOUNTABILITIES:

• To develop the Branch S&D plan in consultation with the RSM and to execute the same with efficiency and within agreed budgets. To recommend on an ongoing basis measure for improvement and further efficiencies to the S&D Strategy.
  
• Develop Branch Business plan along with the RSM and to continually recalibrate the same with the guidance of the RSM to meet the market requirements/expectations.
  
• Cascade and aligns business plans to sales team across Circles and ensures achievement of the same. Also ensures achievement of the category availability, visibility and freshness plans.
  
• To agree benchmark Productivity measures with the RSM and drive them in the Branch. To set up systems towards achievement of the same.
  
• Manage cycle plan implementation and evaluation for relevant categories.
  
• Analyze sales, research and productivity data to provide insights / action areas to the district/branch teams for ongoing intervals.
  
• Provides feedback on all Brand input plans and reviews them along with the RSM for modification/alteration/continuation.
  
• Ensure achievement of value/volume and share objectives set for the Branch for respective category.
  
• To continually refine an input into Category understanding, of the Branch team, with the assistance of the RSM and using market intelligence. To use the same to recommend and implement plans for driving business objectives.
  
• Ensure effective systems on ground to gather market intelligence on competitive product, pricing and packaging. To continually evaluate own portfolio and recommend improvements/modifications.
  

FUNCTIONAL COMPETENCIES:

• FMCG Sales Management
  
• General Trade (GT)
  
• Route-to-Market (RTM)
  
• Revenue Growth Management
  
• Territory Management
  
• Distributor Management
  
• Channel Sales
  
• Trade Marketing
  
• Sales Planning & Forecasting
  
• Distribution Expansion
  
• Category Management
  

QUALIFICATIONS & EXPERIENCE:

• MBA from a premier / top-tier B-school, with strong academic credentials and a demonstrated orientation towards business leadership.
  
• Candidates from the 2024 or 2025 MBA batches with a minimum of 2 years of relevant FMCG sales experience, preferably in General Trade and/or category-led sales roles.
  
• Strong hands-on experience in distributor management, channel management and market execution.
  
• Proven track record of delivering sales growth, market-share improvement and execution excellence.
  
• Strong analytical ability with the capability to translate sales, market and productivity data into actionable business insights.
  
• Demonstrated leadership, stakeholder-management and people-development capabilities.