Head of Sales - Offline Channel

About Tata 1mg

Tata 1mg is a reliable healthcare partner catering to both individual consumers and large institutions, aiming to make healthcare clear, accessible, and affordable throughout India. Operating in over 1,000 cities, it serves more than a million organic users daily across ePharmacy, eDiagnostics, eConsult, and offline stores, having delivered over 15 million ePharmacy orders with a dedicated workforce of over 6,400 employees.

About the Team

The Consumer Products division is one of the fastest expanding sectors within Tata 1mg, developing India's most trusted brand for health supplements. The offline sales channel plays a vital role, including Tata 1mg's retail stores, retail pharmacy chains, and general trade outlets. The team collaborates closely with category management, supply chain, and marketing to secure portfolio success at every point of sale nationwide.

Key Responsibilities

• Take full ownership of the offline sales channels' P&L, focusing on own stores, retail pharmacies, and general trade, managing revenue generation, margin, and channel profitability.
• Develop and implement specialized growth strategies tailored by channel; identify priority expansion areas geographically and across outlet types, and uncover distribution gaps to scale sustainably.
• Lead a team of regional cluster managers by setting clear targets, monitoring outcomes, providing coaching, and fostering a culture of accountability within field sales.
• Manage primary and secondary sales data tracking; establish comprehensive reporting routines to ensure teams have up-to-date insights on sell-through, inventory levels, and outlet performance.
• Analyze competitive activity, shelf organization, and shopper behaviors across channels; convert market intelligence into actionable strategic initiatives.
• Design trade promotions, schedule schemes, and organize visibility efforts such as merchandising, shelf displays, and product placements to optimize brand exposure and sales.
• Address and resolve channel conflicts between online and offline platforms; enforce controls on pricing strategies, packaging structures, and promotional tactics to maintain healthy channel relationships.
• Coordinate with supply chain and category teams to ensure consistent stock availability, adherence to planograms, and timely inventory replenishment throughout the network.
• Collaborate with brand and performance marketing teams on below-the-line activations, in-store promotions, and retail collaborations to boost purchase demand.

Required Qualifications

• Minimum of six years in sales roles involving retail pharmacy, general trade, or FMCG sectors, including experience managing dispersed field teams.
• Proven capability to manage a channel’s full P&L, including revenue, trade spending, margins, and promotional ROI.
• Strong aptitude for data-driven decision-making utilizing primary and secondary sales figures, outlet analytics, and distributor management tools.
• Demonstrated leadership in building and supervising layered field sales teams across multiple locations, with a focus on coaching and performance evaluation.
• In-depth knowledge of trade marketing, including promotion design, merchandising techniques, and schemes that increase sales while protecting brand value.
• Excellent collaboration skills to effectively partner with supply chain, category, and branding teams to harmonize priorities like availability, pricing, and visibility.

Why Work With Us

Tata 1mg stands at a pivotal moment within the offline sales domain, expanding its physical store network and strengthening pharmacy partnerships alongside an ambitious general trade rollout plan. As Head of Offline Sales, you will play a critical role in shaping this channel from inception within a brand trusted by millions, supported by the extensive distribution network of Tata and the nimbleness of a digital-first enterprise.