Business Head - Modern Trade

Modern Trade channel

Key Responsibilities:

1. Channel Strategy & Growth

• Develop and execute the modern trade strategy aligned with business objectives.
• Identify new retail partnerships across large-format stores (e.g., Home Centre, Pepperfry, IKEA, etc.) and drive market expansion.
• Lead product placement, assortment planning, and category growth within modern retail.

2. Key Account Management

• Build and maintain relationships with category buyers and decision-makers at key accounts.
• Lead annual negotiations on margins, pricing, payment terms, and marketing support.
• Create joint business plans (JBPs) and drive their execution with retail partners.

3. Retail Operations & Merchandising

• Ensure planogram compliance, in-store branding, and deployment of promotional campaigns.
• Work with retail partners to enhance consumer experience through staff training, visual merchandising, and product trials.
• Track footfall-to-conversion metrics and work on improving store-level productivity.

4. Cross-functional Collaboration

• Liaise with supply chain, marketing, and product teams to ensure stock availability, promotional readiness, and timely product launches.
• Partner with finance and commercial teams for budgeting, claims, and reconciliation.

5. Team Management

• Lead a team of Key Account Managers and Regional Business Development Executives.
• Monitor performance, coach team members, and ensure timely reporting and feedback loops.

Qualifications:

• Education:

  MBA in Sales, Marketing, or Retail Management from a reputed institute.

• Experience:

  812 years of experience in sales, with minimum 35 years in Modern Trade channel within FMCD/Furnishing/Home Dcor or allied sectors. Relaxation on experience if the candidate is from a high pedigree institute.
• Experience with high-ticket durable consumer products preferred (mattresses, furniture, appliances, etc.).

Key Skills:

• Excellent knowledge of modern retail formats (LFRs, specialty stores, e-commerce-led offline retail, Local Retail Chains).
• Strong negotiation and interpersonal skills.
• Analytical mindset with ability to drive data-backed decision-making.
• Proficient in MS Office, sales dashboards, and CRM tools