Head of Sales (Consumer Goods/Tools)
Position Overview
The Head of Sales (Retail & Project Sales) is responsible for developing and executing the company's sales strategy across both retail channels and project-based clients. This role leads a high-performing sales team, drives revenue growth, expands market presence, and builds strong relationships with key partners, distributors, property developers, architects, and contractors. The ideal candidate is strategic, commercially driven, and experienced in managing multi-channel sales environments.
Key Responsibilities
Sales Strategy & Performance
- Develop and implement sales strategies for retail and project segments aligned with business goals.
- Lead sales forecasting, budgeting, and pipeline management to meet revenue targets.
- Analyse market trends, competitor activities, and customer insights to identify new business opportunities.
Retail Channel Management
- Drive sales performance across retail outlets, distributors, and modern trade partners.
- Strengthen relationships with key retail accounts and negotiate trade terms, pricing, promotions, and placement.
- Implement retail sales programs, merchandising strategies, and in-store campaigns to enhance visibility and conversion.
Project Sales Management
- Build strong networks with developers, architects, designers, and contractors to drive specification and project wins.
- Oversee tender submissions, project proposals, quotations, and contract negotiations.
- Ensure smooth project coordination between sales, technical, and operations teams.
Team Leadership
- Lead, mentor, and develop a high-performing sales team across retail and project segments
- Set KPIs, monitor performance, and drive continuous improvement in sales capabilities.
- Foster an accountable, collaborative, and results-driven culture.
Customer Relationship Management
- Maintain long-term relationships with key customers and partners.
- Resolve escalated customer issues and ensure a high standard of service delivery.
- Oversee CRM utilisation to track leads, opportunities, and customer engagement.
Cross-functional Collaboration
- Work closely with marketing, product, finance, and operations teams to create integrated go-to-market plans.
- Provide input on product development, pricing, and promotional strategies.
Requirements
- Bachelor's degree in Business, Marketing, Sales, or related fields.
- Minimum 812 years of sales experience, with at least 5 years in a leadership role.
- Proven track record in retail and project sales (e.g., construction materials, furniture, interior solutions, electronics, FMCG, or similar industries).
- Strong negotiation, stakeholder management, and presentation skills.
- Experience working with distributors, retailers, developers, and project consultants.
- Strategic thinker with strong commercial acumen and data-driven decision-making skills.
- Ability to lead and motivate large sales teams across multiple regions.
