Vertical Lead - Sales Excellence & GTM (Foods)

Company Overview

Godrej Agrovet Limited (GAVL) is a diversified agri-business firm with a research and development focus, aiming to enhance Indian farmers' productivity by introducing innovative products and services that sustainably boost crop and livestock yields. Holding leadership positions in animal feed, crop protection, oil palm, dairy, poultry, and processed foods sectors, GAVL operates pan-India with annual sales exceeding one million tons of various high-quality animal feed and nutrition products.

Role Summary

The Vertical Lead for Sales Excellence and Go-To-Market (GTM) within the Foods division is entrusted with leading transformation efforts to build scalable sales capabilities and superior execution systems. The role demands partnering closely with business leaders to increase sales productivity, reinforce retail and channel execution, establish governance mechanisms, and spearhead digital sales transformation initiatives to foster a sustainable competitive edge.

Key Responsibilities

• Lead and execute sales excellence and GTM transformation programs across the Foods business units.
• Develop, institutionalize, and scale exemplary sales methodologies, execution standards, governance structures, and capability-building activities.
• Manage the full cycle of transformation projects from conceptualization through execution, adoption facilitation, and impact assessment.
• Enhance sales productivity, retail execution, and distribution efficiency by simplifying and standardizing sales processes.
• Implement KPI tracking, execution governance, and performance management frameworks.
• Collaborate extensively with CEOs, Sales Heads, and cross-functional teams on strategic business priorities.
• Work alongside Digital and Analytics teams to advance technology-driven sales transformation.
• Facilitate capability-building initiatives targeting frontline sales and leadership teams.

Expected Outcomes

• Increased revenue and expanded market share.
• Elevation in sales productivity and execution quality.
• Improved distributor and channel performance metrics.
• Broad adoption of standardized sales methodologies.
• Enhanced KPI transparency and governance mechanisms.
• Successful deployment and assimilation of transformation initiatives.
• Strengthened competencies across frontline sales personnel.
• Scalable and replicable sales systems and best practices implemented across business verticals.

Candidate Qualifications

• Postgraduate degree or MBA in Sales, Marketing, Strategy, or Business from a top-tier business school.
• Minimum 8 years of relevant experience in FMCG or Foods sales, revenue growth management, or commercial excellence.
• Proven expertise in multi-channel FMCG sales and trade strategy domains.
• Prior exposure to sales excellence, GTM processes, trade marketing, or sales transformation roles.
• Comprehensive knowledge of distribution channels, retail execution, and frontline sales frameworks.
• Experience in defining and embedding sales execution systems and best practices.
• Strong cross-functional collaboration and stakeholder management capabilities.

Core Competencies

• Strategic mindset coupled with a strong execution focus.
• Deep understanding of GTM strategies and sales operations.
• Analytical problem-solving and structured thinking skills.
• Effective stakeholder engagement and influencing abilities.
• Project and transformation management expertise.
• Robust analytical skills enabling sound decision-making.
• Adaptability to operate within complex, multi-business environments.

Employee Benefits

• Comprehensive health insurance with optional top-ups.
• Accident coverage extending to employees and their families.
• Unlimited sick leave benefits.
• Mental health and wellness support programs including counselling and self-care resources.
• Structured recognition systems for individual, team, and business achievements.
• Performance-linked earning opportunities.
• Enhanced maternity benefits with flexible return-to-work arrangements.
• Paternity leave provisions.
• Travel assistance for new mothers accompanied by caregivers and infants.
• Support for adoption with gender-neutral leave policies.

Company Commitment

Godrej Agrovet is dedicated to fostering an inclusive and diverse workplace, embracing equal opportunity without discrimination based on nationality, race, religion, caste, gender identity or expression, sexual orientation, disability, age, or marital status. The organization values diversity as integral to its innovation and growth process and encourages applicants from all backgrounds to apply.