Sales Lead

Marico; India; On-site; INR 2,800,000 - 4,400,000; Full time

Job summary

Marico is seeking a seasoned GT sales leader to own and drive revenue across all product categories. The role focuses on building a robust GT go-to-market strategy, prioritising channels, expanding geography, and planning distributors to maximise ROI.

You will identify whitespace, add outlets in Tier 1 and 2 markets, and lead a large field team to deliver strong sell-through while collaborating with brand and supply chain teams.

Qualifications

• 8–12 years in GT/traditional trade sales with at least 3 years in a lead/managerial role.
• MBA or equivalent.
• Experience managing large field teams and understanding of modern GT landscape.

Responsibilities

• Own and deliver annual GT revenue targets for all product categories.
• Develop and execute GT go-to-market strategy including channel prioritisation, geography expansion, and distributor planning.
• Identify whitespace opportunities and drive new outlet additions across Tier 1 & 2 markets.
• Appoint, onboard, and manage distributors; ensure healthy ROI and field productivity.
• Recruit, train, and lead a high-performing field team; set targets and coach on in-store merchandising.

Skills

GT strategy

Distributor management

Channel management

Team leadership

Go-to-market

Retail analytics

Market intelligence

Cross-functional collab

Education

MBA or equivalent

Job description

Role & responsibilities

1. GT Sales Strategy & Revenue Growth:

• Own and deliver the annual GT revenue targets for all product categories
• Develop and execute the GT go-to-market strategy including channel prioritisation, geography expansion, and distributor network planning.
• Identify whitespace opportunities in existing and new markets and drive new outlet additions across Tier 1 & 2 markets
• Implement trade schemes, promotional programmes, and seasonal activations with a sharp focus on ROI.

2. Distributor & Channel Management

• Appoint, onboard, and manage distributors and super-stockists across assigned territories.
• Ensure healthy distributor ROI, optimum inventory management, and consistent secondary sales performance.
• Build strong distributor relationships and act as the primary point of contact for trade partners.

3. Beauty & Fragrance Category Expertise

• Leverage deep knowledge of the beauty and personal care GT landscape to craft category-specific sales strategies
• Understand product positioning, price architecture, and competitive dynamics within the GT environment.
• Drive focus SKU visibility, shelf share, and rate of sale across key GT counters
• Collaborate with the brand team to translate BTL and marketing investments into measurable GT sell-out impact.

4. Field Team Leadership

• Recruit, train, and lead a high-performing team of Area Sales Managers, TSO/TSE across the GT territory.
• Set clear targets, review performance regularly, and build a culture of accountability and execution excellence.
• Coach field teams on category storytelling, retailer engagement, and effective in-store merchandising.
• Drive field productivity through structured beat planning, journey plans, and outlet coverage norms.

5. Reporting, Analytics & Cross-Functional Collaboration

• Provide market intelligence inputs on competitor activity, pricing moves, and retailer sentiment.
• Partner with supply chain and commercial teams to ensure product availability and timely fulfilment across the channel.
• Work closely with the brand and D2C teams to ensure integrated go-to-market plans and consistent consumer messaging.

Preferred candidate profile

• 8-12 years of experience in GT/traditional trade sales, with at least 3 years in a lead/ managerial role
• MBA or equivalent
• Experience managing large field teams and strong understanding of the modern GT landscape