Head of Sales - FMCG

About the role

Tropical Heat Limited is seeking an experienced, results-driven Head of Sales to lead its sales strategy, revenue growth, market expansion and sales operations. The ideal candidate has strong FMCG or manufacturing experience and a proven record of building and leading sales teams, expanding markets, managing key accounts and hitting ambitious revenue targets. The role is primarily office-based, with about 40-50% domestic and possibly regional travel.

Key responsibilities

• Sales strategy and planning: set targets, forecasts and budgets; identify new markets, segments and channels; analyse trends and competition.
• Sales operations: oversee the full sales cycle, implement processes, CRM systems and dashboards, monitor KPIs and ensure compliance with pricing and regulations.
• Team leadership: build, lead and coach a sales organisation, set targets and KPIs, run performance reviews and foster a high-performance culture.
• Market expansion: drive penetration in new geographies, develop partnerships, negotiate major contracts and represent the company at industry events.
• Key account management: build relationships with retailers, distributors and partners, retain customers, resolve escalations and gather feedback.
• Work closely with Marketing, Operations, Finance, Supply Chain and Product Development, and report to the Chief Commercial Officer / Managing Director.

Required profile

• Bachelor's degree in Business Administration, Marketing, Sales Management or a related field (required); MBA or equivalent preferred.
• 10-12+ years of progressive sales experience, including 5-7+ years in senior sales leadership.
• Strong FMCG or manufacturing experience and a track record of exceeding sales targets.
• Experience managing large, geographically diverse sales teams and negotiating key accounts and contracts.
• Preferred certifications: Professional Sales Management certification (e.g. CSE) and leadership development programmes.

Required skills

• Sales strategy, forecasting and planning, and channel and distribution management.
• Key account management, business development and negotiation.
• CRM and sales analytics.
• Revenue and P&L orientation, team building and stakeholder management.

Performance expectations include 15%+ year-on-year revenue growth, 2% annual market share increase, 10% quarterly new customer acquisition, 90% average sales team target achievement, gross margin maintained or improved by 0.5%, and 85%+ employee retention. The role carries decision-making authority on targets, budgets, hiring and pricing recommendations.