Function: India Sales

Location: Mumbai

Reporting To:  Business Head – Food Service

At Tata Consumer Products Ltd, we stand #Forbetter – Planet, Sourcing, Nutrition, Communities. And #ForBetter Opportunities …. Here’s an exciting one!

How does this Job align to our Strategy?

At the core of Tata Consumer Products' business approach lie six strategic pillars that serve as the foundation for its growth and success: Strengthening & Accelerating our Core Business, Driving Digital and Innovation, Unlocking Synergies, creating a Future-Ready Organization, Exploring New Opportunities and Embedding Sustainability.

This job opportunity closely aligns in building food services business across HORECA channel.  The role involves Strengthening our sales and distribution network, building our brand on ground and driving growth. The ZSM will be responsible for driving sales and distribution of Food Service and Premium Beverage category. This role demands strong leadership in managing a high performing sales team, building strategic partnerships with key accounts and delivering consistent growth in volume, revenue and market share.

This job is at N-3 level (N corresponds to CEO’s level)

Top dimensions:

Geography: North

Direct reports: NA

Matrix Reports: NA

Type of Role: Individual Contributor

What are the Key Deliverables in this role?

1. Strategic Planning & Execution

• Develop and implement zonal sales strategies to achieve volume and revenue targets for Food Service and Premium Himalaya Water categories.
• Identify growth opportunities and develop territory-specific action plans.
• Collaborate with the marketing team to execute brand-building initiatives.

2. Sales Operations

• Lead, manage, and motivate a team of Area Sales Managers (ASMs) and Sales Officers across North India.
• Ensure effective distribution and availability across key channels – HoReCa, QSRs, Fine Dining, Hotels, Premium Retail, and Institutional buyers.
• Drive key metrics like primary & secondary sales, coverage, and market share.

3. Key Account Management

• Build and nurture relationships with large HoReCa chains, premium hotels, and institutional clients.
• Lead negotiations and partnerships with key accounts to enhance presence and penetration.
• Ensure service quality and timely fulfillment of large orders.

4. Team Development

• Recruit, train, and mentor team members.
• Set clear KPIs and review performance regularly.
• Foster a high-performance, customer-centric culture.

5. Market Intelligence

• Monitor competitor activities, pricing trends, and customer preferences.
• Share insights with cross-functional teams for product and strategy alignment.

Qualifications:

• MBA in Sales/Marketing or relevant field.
• 8–12 years of experience in FMCG/Consumer Beverages, preferably in food service or premium bottled water category.
• Proven track record in zonal/regional sales leadership.
• Strong network in HoReCa and institutional channels in the North zone.

What are the Critical success factors for the Role?

• Excellent leadership, communication, and negotiation skills.
• Strong financial understanding - P&L, driving profitability, account reconciliation, ROI measures etc.
• Strategic thinking with strong analytical capabilities.
• Willingness to travel extensively within the North zone.

About Us: At Tata Consumer, we stand ‘For Better.’

Tata Consumer Products is a focused consumer products company uniting the principal food and beverage interests of the Tata Group under one umbrella. Our brands embody our purpose of ‘For Better ‘through the value they deliver to consumers with a focus on innovation, health and wellness, convenience and premiumisation. The Company’s portfolio of products includes tea, coffee, water, RTD, salt, pulses, spices, ready-to-cook and ready-to-eat offerings, breakfast cereals, snacks and mini meals. Our key brands include Tata Tea, Tetley, Eight O’Clock Coffee, Tata Coffee Grand, Himalayan Natural Mineral Water, Tata Copper+ and Tata Gluco+, Tata Salt, Tata Sampann and Tata Soulfull.   In India, Tata Consumer Products has a reach of over 200 million households, giving it an unparalleled ability to leverage the Tata brand in consumer products.

The Company has a consolidated annual turnover of ~Rs. 15,206 Crs with operations in India and International markets. For more information please visit www.tataconsumer.com