National Sales Manager

Job description

Job Title: National Sales Manager – FMCG Experience: 8+ years (Minimum 5–6 years in managerial roles) Industry: FMCG Location: Pan-India Employment Type: Full-time Job Purpose The National Sales Manager will lead pan-India sales operations, overall payment collections, and sales team hiring & capability building, ensuring sustainable revenue growth, strong cash flow discipline, and a high-performing sales organisation. Key Responsibilities Sales Strategy, Revenue & Collection Management ● Develop and execute national sales strategies aligned with business objectives. ● Drive revenue growth, volume achievement, market share expansion, and timely realisation of receivables. ● Own overall payment collection targets, ensuring optimal DSO and healthy working capital. ● Monitor credit exposure, ageing, and overdue balances across distributors and key accounts. ● Partner with Finance to define credit limits, payment cycles, and recovery mechanisms. Channel & Distribution Management ● Expand and strengthen distributor, super stockist, and key account networks nationwide. ● Ensure strict adherence to credit terms and payment discipline across channels. ● Review the distributor's financial health and take corrective actions for chronic defaulters. ● Balance sales growth with profitability and cash flow governance. Team Hiring, Leadership & Capability Building ● Own end-to-end hiring for the national sales organization including RSMs, ASMs, and frontline sales teams. ● Assess manpower requirements, approve headcount plans, and support expansion into new markets. ● Partner with HR on workforce planning, recruitment strategy, onboarding, and succession planning. ● Build a strong leadership pipeline through coaching, training, and performance management. ● Set and monitor KPIs for sales, collections, and people performance. Planning, Forecasting & Governance ● Drive national sales forecasting, budgeting, and manpower planning. ● Track sales, collection efficiency, headcount productivity, and attrition through MIS. ● Ensure compliance with company policies, ethical sales practices, and statutory norms. ● Implement strong review mechanisms for performance, collections, and talent effectiveness. Cross-Functional Collaboration ● Work closely with HR, Finance, Marketing, Supply Chain, and Legal teams. ● Align trade schemes, incentives, and manpower deployment with sales and collection goals. ● Support leadership with insights on market performance, receivables risk, and team capability gaps. Key Requirements Experience & Education ● Minimum 8 years of FMCG sales experience, with 5–6 years in managerial roles. ● Proven experience in sales leadership, payment collection management, and team hiring. ● MBA / PGDM in Sales, Marketing, or Business Management. Skills & Competencies ● Strong understanding of FMCG distribution, credit control, and people management. ● Demonstrated ability to scale teams while maintaining performance and governance. ● Excellent leadership, hiring judgment, negotiation, and stakeholder management skills. ● Data-driven approach to sales planning, DSO tracking, and manpower productivity. ● High integrity, accountability, and execution focus.