Role Summary
The Head of Sales and Operations is a senior leadership role responsible for driving both the commercial growth and operational excellence of a fast-growing startup in the FMCG, e-commerce, and logistics sector. This individual will oversee all sales activities B2B and B2C while also managing day-to-day operations across departments such as purchasing, accounting/finance, and HR. The role is tasked with expanding revenue across online channels and wholesale distribution networks, ensuring that the company’s e-commerce logistics and fulfillment processes run efficiently, and that cross-functional teams are aligned with the company’s strategic goals. The ideal candidate is a hands-on leader who can motivate teams, streamline operations, and adapt quickly to the dynamic, fast-paced startup environment, all while maintaining a strong focus on customer satisfaction and business growth.
Key Responsibilities
Sales & Business Development:
- Develop and implement strategic sales plans to drive revenue growth in both B2B and B2C markets.
- Drive top-line growth by expanding wholesale distribution channels and forging key B2B partnerships.
- Identify and pursue new business opportunities and key client accounts, building strong long-term customer relationships to fuel recurring sales.
- Set ambitious sales targets and KPIs; monitor performance across channels and adjust strategies to meet or exceed goals.
E-Commerce & Fulfillment:
- Oversee and optimize online sales channels the company’s e-commerce website and third-party marketplaces to maximize conversion rates and online revenue.
- Manage end-to-end e-commerce operations – including inventory management, order fulfillment workflows, shipping logistics, and customer service – ensuring on-time delivery and high customer satisfaction.
- Coordinate with logistics partners and 3PL providers to streamline warehousing, delivery, and returns processes for efficiency and cost-effectiveness.
- Implement marketplace management strategies e.g. on platforms like Amazon or regional marketplaces to broaden the brand’s online presence and sales reach.
Operations & Process Management:
- Oversee daily operational activities across multiple departments Purchasing, Supply Chain/Logistics, Accounting/Finance, Human Resources, ensuring cohesive and efficient workflows that support business objectives.
- Develop and implement operational processes and standard operating procedures to improve productivity, reduce costs, and scale effectively as the company grows.
- Track, analyze, and report on key performance metrics for both sales and operations, providing regular updates and data-driven insights to the executive team.
- Identify opportunities for continuous improvement and innovation in operations such as optimizing supply chain, leveraging new tools, or improving customer service, while ensuring compliance with relevant industry regulations and quality standards.
- Contribute to annual budgeting and resource planning, implementing cost control measures to maximize profit margins and operational efficiency.
Team Leadership & Cross-Functional Coordination:
- Lead, mentor, and motivate the sales team and other operational staff to achieve high performance, providing coaching, training, and constructive feedback.
- Foster a culture of accountability, excellence, and continuous improvement, encouraging teams to be proactive and agile in addressing challenges and opportunities.
- Collaborate closely with other department heads and teams to ensure sales initiatives are fully supported by operational capabilities e.g. supply chain can meet demand, HR supports recruitment/training needs, etc., and vice versa.
- Act as a key liaison between the sales division and operations units, ensuring clear communication and unified execution of the company’s strategy across all levels.
Required Qualifications
- Bachelor’s degree in Business Administration, Project Management, or a related field.
- Experience: Extensive experience in operations and sales management minimum of 5–8 years, including 3+ years in a leadership role in relevant industries – experience in FMCG, e-commerce, or logistics sectors is highly desirable.
- Valid driver’s license and ability to drive for business purposes for example, visiting clients, warehouses, or distribution sites.
- Proven track record of delivering results, evidenced by revenue growth and operational improvements in previous roles.
Skills & Experience
- Sales Expertise: Demonstrated success in B2B and B2C sales, including key account management, contract negotiation, and building long-term customer partnerships.
- E-Commerce Acumen: Deep understanding of online commerce and digital marketplaces – capable of managing e-commerce platforms, online storefronts, and marketplace seller portals, as well as coordinating fulfillment and last-mile delivery.
- Channel Development: Experience growing sales across both online channels and traditional wholesale distribution, with ability to formulate strategies for each and integrate them cohesively.
- Leadership & People Management: Exceptional leadership and team management skills, with a history of building and leading high-performing teams. Able to inspire, coach, and develop talent while holding teams accountable to targets and standards.
- Communication & Negotiation: Excellent communication skills written and verbal and strong negotiation abilities for dealing with clients, suppliers, and cross-functional team discussions.
- Operational Insight: Solid knowledge of operations management including supply chain, procurement, and inventory control. Adept at process analysis and improvement, and comfortable handling the “nuts and bolts” of logistics and fulfillment.
- Strategic & Analytical Thinking: Highly analytical and data-driven; capable of interpreting sales and operational data to make strategic decisions. Skilled in business planning and agile in adjusting tactics based on market trends and performance metrics.
- Tech Savvy: Proficient with modern business and productivity tools – including CRM systems for sales pipeline management, e-commerce platforms and analytics dashboards, inventory/warehouse management software, and project or operations management tools. Computer literacy and ability to quickly learn new software are essential.
- Startup Agility: Organized, results-driven, and adaptable to fast-paced startup environments. Comfortable wearing multiple hats and handling evolving responsibilities. Demonstrates a proactive mindset, resilience, and creativity in solving problems with limited resources.
Reporting Line
This position reports directly to the Chief Executive Officer CEO, working closely with the executive leadership to align sales and operations strategies with the overall business goals.
