Tarrina Health - Head - Sales - FMCG & Pharma

Role: Head of Sales (FMCG & Pharma)

Function: Sales - Distribution

Industry: Healthcare Supply Chain - FMCG & Pharma

Location: Godhra & Ahmedabad, Gujarat

Job Type: On-site - Field-based

Future Scope: Multi-State - Pan-India expansion

Experience: 7+ years (incl. 4+ in a leadership role)

Languages: English and Hindi / Gujarati

About Tarrina Health

Tarrina Health is an early-stage startup on a mission to bring health to Bharat. We improve access to affordable, evidence-based, and high-quality health products in small towns and rural India by building a modern, digitized distribution channel for the pharmacies that serve these communities.

Two challenges sit at the heart of what we do

• Less than 20% of 925M rural Indians have reliable access to medicine
• 72% of spurious drugs are found in rural pharmacies

The Role

As Head of Sales, you will own sales and distribution growth across rural and semi-urban markets in Gujarat. You will manage a portfolio that includes our in-house label, Nahoa, alongside leading brands such as HUL, P&G, Dabur, and Himalaya - driving business growth, field execution, and channel development, while laying the foundation for our pharma distribution vertical.

This role suits a self-motivated, market-oriented leader who is both hands-on and strategic. You will work closely with the CEO, Head of Marketing, and Tech Lead. It is a high-impact role for someone who loves strategy, thrives on targets, mentors teams, and is ready to roll up their sleeves. Initially state-specific, it is designed to scale into a multi-state and pan-India leadership opportunity.

What You'll Do

• Own and deliver monthly and quarterly revenue targets across covered districts.
• Build, lead, and coach a high-performing field sales team.
• Expand distribution coverage into unserved and underserved territories.
• Leverage Nielsen and market data to identify growth opportunities.
• Conduct competitive benchmarking to develop best-in-class distribution practices.
• Take quick, proactive action to protect market share and boost visibility.
• Strengthen presence across modern trade, e-commerce, and institutional channels.
• Develop anchor relationships with wholesalers, hospitals, and other B2B customers.
• Optimize beat planning, route efficiency, and lead conversion.
• Coordinate with operations to align demand forecasting and avoid sales loss.
• Drive low-inventory, high-velocity models to reduce working-capital needs.
• Champion process-driven execution across all sales operations.
• Develop customer systems to increase advance and cash sales.
• Provide actionable insights through data dashboards and reports.
• Collaborate across tech, ops, and finance to evolve from physical to digital sales.
• Travel: this is a field-intensive role. If Ahmedabad-based, expect to spend ~50% of your time in Godhra during the first year.

What We're Looking For

• Experience & track record:
• 7+ years in FMCG or pharma B2B sales, including 4+ years in an ASM or equivalent leadership role.
• Hands-on experience in rural / semi-urban markets, preferably in Gujarat.
• Proven ability to scale sales networks from scratch.
• A track record of success across modern trade, institutional sales, and e-commerce.
• Commercial & analytical:
• Expertise in sales analytics, market-data interpretation, and benchmarking.
• Skill in demand forecasting, beat optimization, and inventory planning.
• Solid commercial acumen with a focus on cash / advance-based models.
• Proficiency in Excel / Sheets, CRM tools, and dashboarding.
• Leadership & ways of working:
• Strong process orientation with a high sense of accountability.
• Strong interpersonal, mentoring, and communication skills.
• Fluency in English and Hindi / Gujarati.

Who You Are

• A growth driver - a target-focused leader with high energy.
• A field warrior - hands-on, and you enjoy building from the ground up.
• A systems thinker - a strategic planner who believes in execution.
• A fast decision-maker - you act quickly using market insight.
• An entrepreneur at heart - eager to scale across India.

What We Offer

• A chance to build the sales backbone of rural Indias modern healthcare platform.
• The opportunity to make a real impact on healthcare access.
• Freedom to innovate and experiment.
• An open, collaborative, performance-driven team culture.
• Competitive salary with performance-based incentives.
• Flexible leave and special absence policies.
• Developmental support through learning programs and workshops.

Life at Tarrina Health

Our purpose-driven culture champions healthcare equity. The values we hold ourselves to:

• Health first - no compromises on quality
• Integrity - we do what we promise
• Cross-functional collaboration - we build together, across teams
• Community-informed solutions - we listen before we build
• Customer centricity - the customer is at the heart of our work
• Continuous learning & adaptation - we grow as the market evolves

The Application Process

Heres what to expect once you apply

• General Interview Round
• Excel Proficiency Round
• In-Person/Virtual Panel Interview with the Leadership
• Reference check
• Offer

Equal Opportunity

Tarrina Health is proud to be an equal-opportunity employer. We value diversity of thought, background, and experience, and we welcome applicants of every background.

Ready to lead from the front?

If youre excited to grow our presence across Bharat with agility, foresight, and impact, we want to talk to you. Fill out the Application Form to apply - we review every submission.