Vertical Lead Sales Excellence and Go-to-Market

Job Title

Vertical Lead – Sales Excellence & GTM

Location

Mumbai HO

Job Type

Permanent, Full-time

Function

Sales Development

Business

Godrej Agrovet

About Godrej Industries Group

GIG is a holding company of the Godrej Group. We have significant interests in consumer goods, real estate, agriculture, chemicals, and financial services through our subsidiary and associate companies, across 18 countries.

About Godrej Agrovet

Godrej Agrovet Limited (GAVL) is a diversified, Research & Development focused agri-business Company dedicated to improving the productivity of Indian farmers by innovating products and services that sustainably increase crop and livestock yields. GAVL holds leading market positions in the different businesses it operates – Animal Feed, Crop Protection, Oil Palm, Dairy, Poultry and Processed Foods. GAVL has a pan India presence with sales of over a million tons annually of high-quality animal feed and cutting-edge nutrition products for cattle, poultry, aqua feed and specialty feed.

Job Summary

Lead sales excellence and go-to-market transformation initiatives across the Foods businesses with the objective of building scalable sales capabilities, differentiated execution systems, and best-in-class ways of working that create long-term competitive advantage for Godrej Agrovet Limited.

The role will partner closely with CEOs, Sales Heads, and cross-functional teams to improve sales productivity, strengthen retail and channel execution, institutionalise execution governance, and drive technology-enabled sales transformation across businesses.

Key Responsibilities

• Drive sales excellence and GTM transformation initiatives across Foods businesses
• Define, institutionalise and scale best-in-class sales ways of working, execution standards, governance mechanisms and capability interventions across businesses
• Take end to end responsibility of transformation initiatives from design to implementation, adoption, and impact measurement
• Improve sales productivity, retail execution, and distribution effectiveness through simplification and standardisation of sales processes
• Drive KPI visibility, execution governance, and performance management systems
• Partner with CEOs, Sales Heads, and cross-functional teams on key business priorities
• Work with Digital & Analytics teams to drive technology-enabled sales transformation
• Support frontline and sales leadership capability-building initiatives

Key Deliverables / KPIs

• Revenue growth and market share expansion
• Improvement in sales productivity and execution quality
• Distributor and channel performance improvement
• Adoption of standardised sales ways of working
• Improvement in KPI visibility and execution governance
• Successful rollout and adoption of transformation initiatives
• Capability enhancement across frontline sales teams
• Replication of scalable sales systems and best practices across businesses

Candidate Profile

Education

• MBA / Postgraduate in Sales, Marketing, Strategy, or Business from Tier I B schools

Experience

• 7 + years in FMCG/Foods Sales, Revenue Growth Management, or Commercial Excellence
• Strong experience in multi-channel FMCG sales and trade strategy
• Exposure to sales excellence, GTM, trade marketing, or sales transformation roles
• Deep understanding of distribution, retail execution, and frontline sales systems
• Experience in defining and institutionalising sales ways of working and execution systems
• Strong stakeholder management and cross-functional collaboration capability

Key Competencies

• Strategic thinking with strong execution orientation
• Strong understanding of GTM and sales systems
• Problem-solving and structured thinking capability
• Stakeholder management and influencing skills
• Transformation and project management capability
• Strong analytical and decision-making skills
• Ability to operate across complex and multi-business environments

Work Experience

6–8 years

Benefits

Wellness Support: Comprehensive health insurance plans, accident coverage for you and your family with top-up options, uncapped sick leave, mental wellness and self-care programmes, resources and counselling

Recognition and Performance: Structured recognition platforms for individual, team and business-level achievements, performance-based earning opportunities

Parental Support: Maternity support including paid leave ahead of statutory guidelines and flexible work options on return, paternity support including paid leave, new mothers can bring a caregiver and children under a year old on work travel, adoption support gender neutral and based on the primary caregiver with paid leave options

Inclusion and Diversity: Gender-neutral anti-harassment policy, same sex partner benefits at par with married spouses, gender transition support