Head of Sales - Personal Care (B2B) - India and International

ROLE OVERVIEW The Company: A leading CDMO / third-party manufacturing partner to major Indian and multinational FMCG companies in personal care, home care, and specialty formulations. The Role: The Head – Sales will be responsible for driving revenue growth, strategic account development, and long-term partnerships with large FMCG clients in India and overseas. This is a senior, credibility-led, B2B sales leadership role, focused on winning, expanding, and retaining marquee FMCG accounts. The role requires a leader who can sell complex manufacturing capabilities, navigate long and multi-stakeholder buying cycles, and position Primacy as a trusted strategic manufacturing partner, not merely a supplier. Experience: 15–20+ years of B2B sales experience in CDMO, contract manufacturing, chemicals industries. Proven track record of selling to large Indian and multinational FMCG companies. Experience managing long sales cycles, complex negotiations, and enterprise clients Exposure to international B2B markets will be a strong advantage KEY RESPONSIBILITIES 1. Sales Strategy & Revenue Leadership • Own and deliver overall B2B sales strategy and revenue targets across domestic and international markets • Define annual sales growth roadmap aligned with capacity, categories, and margin objectives • Identify priority FMCG segments, categories, and geographies for growth • Drive a balanced mix of new client acquisition and existing account expansion 2. Strategic Account Management 3. New Business Development (India & International) 4. Commercial & Negotiation Leadership • Lead complex commercial negotiations involving pricing, MOQs, capacity commitments, SLAs, and compliance requirements • Balance growth with margin discipline and risk management • Ensure alignment between sales commitments and manufacturing, 5. Cross-Functional Collaboration • Partner closely with R&D, Operations, QA, and Supply Chain to deliver integrated client solutions • Translate customer requirements into clear internal briefs for formulation, scale-up, and production 6. Sales Governance & Performance Management  Establish robust sales forecasting, pipeline management, and review mechanisms  Track key metrics: pipeline value, win rates, revenue realization, account profitability  Build and mentor a high-performance B2B sales team over time  Drive a culture of accountability, professionalism, and customer centricity