State Head - Uttar Pradesh (Sales & Distribution)

About the Company:

We are a leading and fast-growing Indian alcoholic beverage manufacturer and the country’s specialist producer of rapidly expanding wine portfolios. Our goal is to make our categories highly affordable, engaging, and enjoyable for today’s Indian consumers through breakthrough products and clear, differentiated go-to-market strategies. Supported by an award-winning portfolio, spanning innovative fizzy options, premium sparkling offerings, and still wines, we have strong market relevance and are looking to aggressively strengthen our footprint in Northern India.

(Note: The company name will be disclosed to shortlisted candidates during the initial screening call).

Role Objective:

In the capacity of State Head for Uttar Pradesh, you will lead profitable business growth and build a sustainable market for our wine portfolio throughout the state. You will deliver on this objective through strategic expansion of distribution, deeper market penetration, strong trade relationship building, and disciplined commercial management.

Key Responsibilities:

1.   Sales & Business Growth

·        Achieve state-level sales, revenue, market share, and profitability goals in line with the Annual Business Plan (ABP).

·        Create territory-wise growth strategies, uncover new business opportunities, and actively address sales shortfalls.

2.   Distribution & Market Development

·        Build, manage, and continuously strengthen an effective distributor network while expanding market reach across UP.

·        Drive outlet penetration, secondary sales, product availability, and brand visibility across Uttar Pradesh.

·        Track distributor performance, inventory levels, and overall market productivity in a structured manner.

3.   P&L, Trade Schemes & Budgeting

·        Prepare state-level P&L plans and budgets covering revenue, trade schemes, operating expenses, and overall profitability.

·        Administer trade schemes, pricing, and commercial spending within approved budgets; assess ROI to safeguard business margins.

4.   Credit Control & Collections

·        Ensure timely collections and strict compliance with approved credit limits and agreed payment terms.

·        Review outstanding receivables, identify overdue payments, and manage credit risk to sustain healthy cash flow and working capital.

5.   Team Leadership & Field Productivity

·        Lead, mentor, and develop the state sales team by defining clear targets and measurable performance indicators.

·        Enhance field productivity through consistent market visits, distributor reviews, and strong territory management.

6.   Market Intelligence & Brand Development

·        Continuously evaluate competitor actions, pricing frameworks, scheme activity, and evolving market trends.

·        Work closely with the Marketing team to support approved brand activations and market development initiatives.

7.   Compliance & MIS

·        Maintain full compliance with applicable UP excise regulations and internal corporate policies.

·        Monitor sales performance, distribution network metrics, scheme usage, and key performance indicators; submit periodic MIS updates to management.

Candidate Profile / Key Requirements:

·        Education: Graduate in Business Administration, Sales, Marketing, or a related discipline. An MBA or PGDM is highly preferred.

·        Experience: 10–15 years of total sales experience, including at least 3–4 years in a state-level, regional, or equivalent leadership role within the Alco-Bev (Alcoholic Beverages) industry.

·        Regional Knowledge: Demonstrated experience in the Uttar Pradesh market, with practical understanding of local distribution networks, route-to-market dynamics, and UP excise regulations.

·        Functional Skills: Proven ability in distributor development, managing P&L budgets, implementing trade schemes, driving profitability, and overseeing credit control/collections.

·        Skills & Attributes: Strong leadership capabilities, strategic negotiation skills, an analytical approach, and solid commercial acumen.

·        Location & Travel: Must currently be based in, or able to immediately relocate to, Lucknow, and be willing to travel extensively across Uttar Pradesh.