Key Responsibilities:

1. Account Management:

• Manage relationships with national-level modern trade customers such as large retail chains, hypermarkets, supermarkets, and convenience stores.
• Develop and implement joint business plans with key accounts, focusing on category growth, volume targets, and profitability.
• Negotiate annual contracts, including pricing, promotions, and supply agreements.
• Monitor and analyze account performance to ensure that sales and profitability targets are met.

2. Sales Strategy and Planning:

• Develop and execute the national modern trade strategy in line with overall company objectives.
• Drive volume growth, market share, and brand presence in modern trade channels.
• Plan, execute, and monitor promotional activities, ensuring effective implementation.
• Work closely with marketing and category teams to optimize product assortment, pricing, and promotions.
• Forecast sales and ensure timely product delivery and stock availability.

3. Business Development:

• Identify new business opportunities within the modern trade landscape.
• Lead negotiations for listing new products and ensuring they are placed effectively in the right store categories.
• Conduct competitor analysis and identify gaps and opportunities for growth within the retail channels.

4. Collaboration with Internal Teams:

• Work closely with the sales, marketing, and supply chain teams to ensure seamless coordination and execution of strategies.
• Liaise with the finance team for budgeting, profitability analysis, and ensuring compliance with financial targets.
• Engage with product development teams to identify new products and innovations relevant to modern trade customers.

5. Team Management:

• Lead and mentor a team of key account managers or regional sales teams focusing on modern trade.
• Provide training, coaching, and support to ensure the team meets its sales targets.
• Monitor team performance and ensure alignment with national strategies.

Key Skills and Qualifications:

• Education: Bachelor’s degree in business, marketing, or a related field. An MBA is often preferred.
• Experience: 10+ years of experience in sales, preferably within FMCG (Fast Moving Consumer Goods) or retail sectors, with a focus on modern trade.
• Analytical Skills: Strong understanding of sales data, retail analytics, and forecasting.
• Negotiation Skills: Ability to negotiate and close large-scale deals with modern retail chains.
• Communication Skills: Strong communication and interpersonal skills for managing relationships with retailers and internal stakeholders.
• Leadership: Proven track record of managing and developing teams.
• Commercial Acumen: In-depth knowledge of the modern trade landscape, including market trends, competition, and customer behavior.

Additional Requirements:

• Willingness to travel frequently to meet with key clients and visit retail outlets nationwide.

• Experience with customer relationship management (CRM) software and retail analytics tools.