Head of Sales

Job Description:

About Company:

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.

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 India’s 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