State Head - Maharashtra

Surya Food Agro Limited; Pune District; On-site; INR 3,000,000 - 4,500,000; Full time

Job summary

Surya Food Agro Limited is seeking a State Head for Maharashtra (ROM) based in Pune to lead market expansion and distribution-building efforts. The role demands strong hands-on experience with Super Stockist models and a track record of scaling rural and semi-urban markets across ROM.

You will recruit and mentor a high-performing sales team, design territory strategies, and drive growth through strategic partnerships with stockists and distributors.

Qualifications

• 15+ years of sales and distribution experience in FMCG or consumer goods.
• Minimum 5 years in leadership roles at state-level or multi-territory ops.
• Strong hands-on experience with Super Stockist distribution model across ROM markets.
• Proven track record building distribution networks from scratch.
• Experience in Maharashtra ROM markets (Pune, Nashik, Aurangabad, Kolhapur, Solapur, Nagpur, Amravati) preferred.

Responsibilities

• Build and expand Super Stockist network across ROM markets.
• Develop distributor and sub-distributor base for broad coverage.
• Design territory-wise distribution strategies aligned with growth goals.
• Establish distribution infrastructure in untapped markets.
• Monitor distributor performance with KPI tracking.
• Recruit, train, and lead Area Sales Managers and field staff.
• Set sales targets and accountability frameworks at team level.
• Drive training programs on product knowledge and market execution.
• Achieve monthly and annual sales targets for the state.
• Expand distribution across Modern Trade, General Trade, Wholesale.
• Drive new product launches and market penetration.
• Identify opportunities in ROM geographies and execute go-to-market plans.
• Manage end-to-end Super Stockist operations and credit management.
• Coordinate with marketing, supply chain, and finance teams.
• Travel 70-80% across ROM markets.

Skills

Sales leadership

Channel management

Distribution strategy

Market expansion

Team coaching

Stakeholder management

SFA/MIS tooling

Marathi/English/Hindi comms

Education

MBA/PGDM in Sales & Marketing

Bachelor's degree

Sales/Channel Management certifications

Tools

SFA tools

DMS platforms

MIS reporting systems

Job description

JOB DESCRIPTION

Position: State Head - Maharashtra (Rest of Maharashtra)
Location: Pune, Maharashtra
Employment Type: Full-Time

POSITION OVERVIEW

We are seeking a dynamic and results-oriented State Head for Maharashtra (excluding Mumbai) to lead our market expansion and consolidation efforts across Rest of Maharashtra (ROM) markets. The ideal candidate will have deep expertise in the Super Stockist distribution model and proven capability to build robust distribution infrastructure from the ground up. This leadership role demands strategic thinking, hand-on execution, and the ability to establish strong market presence in semi-urban and rural geographies across Maharashtra.

KEY RESPONSIBILITIES

Distribution Network Development

Build and expand the Super Stockist network across ROM markets, identifying and appointing financially capable and market-connected partners in tier 2, tier 3 towns and rural areas

Develop and strengthen the Distributor and Sub-Distributor base to ensure intensive market coverage and product availability across all pin codes

Design and implement territory-wise distribution strategies aligned with company growth objectives

Establish distribution infrastructure in untapped and under-penetrated markets

Monitor and optimize distributor performance through regular reviews and KPI tracking

Sales Team Management & Development

Recruit, train, and lead a high-performing sales team including Area Sales Managers, Territory Sales Officers, and field sales force

Set clear sales targets and accountability frameworks at individual and team levels

Drive capability building through structured training programs on product knowledge, selling skills, and market execution

Foster a performance-driven culture with focus on achieving volume, value, and distribution targets

Conduct regular field visits to assess team performance and provide on-ground coaching

Market Expansion & Business Growth

Achieve monthly and annual sales targets for the assigned state territory

Expand numerical and weighted distribution across Modern Trade, General Trade, and Wholesale channels

Drive new product launches and ensure successful market penetration

Identify white spaces and new business opportunities across ROM geographies

Develop and execute go-to-market strategies for tier 2, tier 3, and rural markets

Super Stockist Model Management

Manage end-to-end Super Stockist operations including appointment, agreements, credit management, and performance evaluation

Ensure Super Stockists maintain adequate inventory levels and service standards to support distributors effectively

Work closely with Super Stockists to develop sub-distributor networks and pilot salesman operations

Monitor Super Stockist credit health, payment compliance, and working capital management

Implement company schemes, promotions, and trade programs through Super Stockist network

Operational Excellence

Ensure timely primary and secondary sales execution with focus on offtake improvement

Monitor supply chain efficiency including order processing, logistics, and product availability

Implement trade promotion schemes and ensure ROI on marketing investments

Drive retailer visibility programs including merchandising, point-of-sale displays, and branding initiatives

Maintain accurate MIS reporting and data-driven decision making

Stakeholder Management

Build and maintain strong relationships with Super Stockists, Distributors, and key channel partners

Coordinate with marketing, supply chain, and finance teams for seamless operations

Handle escalations and resolve partner grievances effectively

Represent the company at trade meets, dealer conferences, and industry forums

KEY REQUIREMENTS

Experience & Industry Background

15+ years of progressive experience in Sales & Distribution within the FMCG, Food & Beverage, or Consumer Goods industry

Minimum 5 years in leadership roles managing state-level or multi-territory operations

Mandatory: Strong hands-on experience in handling Super Stockist distribution model across ROM or similar semi-urban/rural markets

Proven track record of building distribution networks from scratch including appointing Super Stockists, Distributors, and developing sales teams

Prior experience in Maharashtra ROM markets (Pune, Nashik, Aurangabad, Kolhapur, Solapur, Nagpur, Amravati regions) is highly preferred

Functional Competencies

Deep understanding of traditional trade dynamics, wholesale ecosystems, and rural distribution channels

Strong knowledge of Super Stockist operations including credit norms, working capital management, and performance metrics

Ability to assess market potential, conduct distributor profiling, and design territory mapping strategies

Experience in managing multi-layered distribution structures (Company Super Stockist, Distributor, Sub-Distributor, Retailer)

Proficiency in sales forecasting, demand planning, and supply chain coordination

Hands-on experience with sales force automation (SFA) tools, DMS platforms, and MIS reporting systems

Leadership & Behavioral Skills

Strong entrepreneurial mindset with ability to build and scale operations

Excellent team building, coaching, and people management capabilities

Strategic thinker with strong execution and problem-solving abilities

High energy, self-motivated, and results-oriented professional

Exceptional stakeholder management and negotiation skills

Willingness to travel extensively (70-80% field time) across ROM territories

Strong communication skills in English, Hindi, and Marathi

EDUCATIONAL QUALIFICATIONS

MBA/PGDM in Sales & Marketing, Business Management from a recognised institution

Bachelor's degree in any discipline (B.Com, B.Tech, BBA, or equivalent)

Additional certifications in Sales Management, Channel Management, or Supply Chain are an advantage

WORK LOCATION & TRAVEL

Headquarters: Pune, Maharashtra

Territory Coverage: Rest of Maharashtra including Pune Division, Nashik Division, Aurangabad Division, Amravati Division, Nagpur Division, Kolhapur, Solapur regions (Mumbai excluded)

Travel Requirements: Extensive field travel (70-80% time) across ROM markets with periodic visits to company head office