Head Operations - Modern Trade - FMCG

Position Title:

Role Overview

The Operational Manager Modern Trade will be responsible for overseeing, coordinating, and monitoring all Modern Trade operations across India. This role involves working closely with Area Sales Managers (ASMs) across regions to ensure effective execution of sales strategies, operational efficiency, and achievement of business objectives. The incumbent will act as a central point at Head Office for streamlining processes, tracking performance, and providing operational support to the Modern Trade team.

Key Responsibilities

1. Sales Operations & Execution

• Monitor and review the performance of Pan-India ASMs – Modern Trade.
• Ensure timely execution of sales plans, promotions, and activations across MT accounts.
• Track sales KPIs and ensure achievement of monthly, quarterly, and annual targets.
• Ensure smooth coordination between regional teams and head office functions.

2. Account Management Support

• Support AVP – Modern Trade in driving strategic tie-ups with key MT accounts.
• Ensure compliance with joint business plans (JBPs) and account-level commitments.
• Liaise with supply chain, finance, and commercial teams for smooth execution of orders, billing, and collections.

3. Process & Operational Excellence

• Monitor adherence to operational processes across MT channel.
• Drive process improvements and implement best practices across regions.
• Ensure timely resolution of escalations from the field team related to operations, supply, or accounts.

4. Reporting & Analytics

• Consolidate and analyze sales, distribution, and execution reports from all ASMs.
• Provide actionable insights and dashboards to AVP – Modern Trade and leadership team.
• Track spends, claims, and ROI on trade promotions.

5. Team Collaboration & Support

• Act as a bridge between ASMs and Head Office functions.
• Provide guidance, coaching, and operational support to regional MT teams.
• Drive alignment of sales teams with organizational goals and MT strategy.

Key Deliverables / KRAs

• Achievement of MT sales targets through strong operational monitoring.
• Timely submission and accuracy of sales and performance reports.
• Smooth execution of JBPs and national MT initiatives.
• Reduction in escalations and faster resolution of operational issues.
• Improved efficiency in sales operations and trade spends utilization.

nikita.prasad@peoplesense.in