Head of Trade

Modern Trade

Key Responsibilities:

Strategy & Planning

• Develop and execute the Modern Trade sales strategy aligned with business goals.
• Drive revenue, profitability, and market share in modern trade channels.

Key Account Management

• Build and maintain strong relationships with key modern trade partners (e.g., Reliance, D-Mart, Big Bazaar, Spencer’s, etc.).
• Negotiate terms of trade, joint business plans, promotions, and visibility agreements.

Sales Operations

• Forecast sales and manage P&L for the modern trade channel.
• Ensure SKU-wise availability and maintain healthy inventory levels across outlets.
• Track performance, analyze sales data, and identify growth opportunities.

Team Leadership

• Lead and develop a team of Key Account Managers and field executives.
• Drive execution excellence and monitor field performance.

Cross-functional Collaboration

• Work closely with Supply Chain to manage fill rates and avoid stock-outs.
• Coordinate with Marketing for in-store promotions, activations, and brand visibility.
• Liaise with Finance for budgeting, claims, and commercial hygiene.

Compliance & Reporting

• Ensure adherence to internal controls, claims processing, and trade policies.
• Provide regular reports and updates to leadership on channel performance.

Key Requirements:

• Education:

  MBA in Sales & Marketing or equivalent.

• Experience:

  10–15 years of experience in FMCG sales, with at least 4–5 years in a modern trade leadership role (preferably with dairy or perishable products).
• Proven track record of managing national/regional chains and delivering on revenue targets.
• Strong negotiation, communication, and relationship management skills.
• Analytical mindset with strong commercial acumen.
• Understanding of supply chain nuances for perishable products.

Preferred Traits:

• Prior experience in managing refrigerated dairy products in modern retail formats.
• Ability to work in a fast-paced, entrepreneurial environment.
• Leadership presence with a hands-on approach.