Job Title

National Sales Head for Ayurvedic & Nutraceuticals Division Location: Mumbai, India Industry: Ayurveda | Nutraceuticals | Pharma | FMCG Reporting to: Managing Director Compensation: Competitive Fixed + Performance Incentives + Potential Sweat Equity (for the right candidate) About the Company The company is a well-established pharmaceutical company specializing in Ayurvedic and Nutraceutical products , with a 25-year legacy in natural health and wellness. The company follows a pharma-style distribution model , selling condition-specific Ayurvedic medicines and nutraceuticals across 11 states in India . Current Business Situation & Opportunity The branded Ayurvedic & Nutraceuticals division contributes ₹20 Cr in revenue but is currently struggling with profitability and declining sales The sales team consists of 150 people , led by three regional sales heads (North, West, South). The company is seeking an experienced, dynamic, and entrepreneurial leader to revive growth, improve profitability, and scale revenues exponentially. This is a high-ownership, strategic leadership role , where the "buck stops with you." Key Responsibilities (KRAs) 1. Sales Leadership & Revenue Growth Lead and drive the 150-member sales team across India . Achieve aggressive revenue growth targets , scaling the business beyond ₹30-50 Cr. Develop and execute a high-impact sales & go-to-market strategy . Identify new revenue streams, markets, and sales channels . Strengthen relationships with distributors, wholesalers, and channel partners to maximize market penetration . 2. Market Expansion & Channel Management Expand business into new geographies beyond the current 11 states . Optimize channel sales (distributor/wholesaler model) and explore alternate B2B sales channels . Build strategic partnerships with key stakeholders, industry associations, and large retail pharmacy chains. 3. Team Leadership & Performance Management Directly manage and mentor three regional sales heads . Foster a performance-driven culture —set clear targets, KPIs, and sales incentives. Develop training programs to enhance sales effectiveness and market intelligence. 4. Product Strategy & Brand Positioning Work closely with Marketing & R&D to drive product positioning, pricing, and promotions. Provide market insights & competitor analysis to strengthen market share. Ensure brand visibility and effective promotional activities in the Ayurvedic & Nutraceuticals space. 5. Profitability & Operational Excellence Optimize pricing, discounts, and trade margins to improve gross margins . Monitor and control sales operational costs , ensuring profitable growth . Implement data-driven sales forecasting & reporting for better decision-making. Key Performance Indicators (KPIs) Revenue Growth: Achieve 100%+ YOY growth (from ₹20 Cr to ₹30-50 Cr). Sales Team Performance: Ensure 75%+ of sales team meets or exceeds targets . Market Expansion: Enter at least 5-7 new high-potential states within 12 months . Channel Efficiency: Improve distributor & retailer engagement , increasing sell-through rates. Profitability: Improve gross margins by at least 5-7% through strategic pricing & cost control. Leadership Impact: Reduce sales team attrition , enhance motivation & accountability. Ideal Candidate Profile Demographic & Personal Traits Age: 35-50 years Work Experience: 12-20 years in Sales Leadership roles Location Preference: Mumbai-based or willing to relocate Personality: Entrepreneurial, high-energy, self-motivated, and hands-on Qualification & Experience MBA/PGDM in Sales, Marketing, Business Strategy, or relevant field (Preferred but not mandatory for exceptional candidates). 12+ years of experience in Sales Leadership roles in Pharmaceuticals, Ayurvedic, Nutraceuticals, or FMCG. Proven track record in driving exponential sales growth (100%+ YOY growth) . Experience in scaling businesses from ₹10 Cr to ₹50 Cr+ revenue . Strong P&L management and ability to improve sales profitability . Expertise in handling a large on-ground salesforce (100+ team members). Strong experience in Distributor, Wholesaler, and Retail Channel Management . Knowledge of prescription-driven Ayurvedic/Nutraceuticals business models is a strong plus. Ability to work independently , take full ownership , and drive high-performance culture . Selection Criteria Self-Managed & Entrepreneurial Mindset: This is NOT a corporate job—this role requires a business-owner mindset with a strong bias for action. Track Record of Growth: Must have scaled a ₹20 Cr business to ₹50 Cr+ . Leadership & Team Development: Must have successfully managed large field sales teams (100+ people) . Industry Expertise: Prior experience in Pharmaceuticals, Ayurveda, Nutraceuticals, or FMCG is highly preferred. “Buck Stops with Me” Attitude: This role is for a high-accountability leader who takes full ownership of results. Benefits & Rewards Leadership Opportunity: Be the National Sales Head of a business ready for massive growth. Performance-Based Incentives: Competitive fixed salary + aggressive performance-linked incentives. Growth & Autonomy: Direct access to MD, strategic decision-making power, and high autonomy. Potential Sweat Equity: Opportunity to earn equity in the business for top performers. Expansion & Impact: Opportunity to transform an industry-leading Ayurvedic & Nutraceuticals business. Career Growth: Pathway to COO-level role based on performance. Why Join Us? If you're looking for a high-impact leadership role in Ayurvedic & Nutraceuticals sales , where you have complete ownership, strategic decision-making power, and a chance to drive exponential growth , this is the perfect role for you.