We are seeking a dynamic and experienced professional to lead and grow our Modern Trade business vertical across national and regional chains for our dairy product portfolio. The role will involve strategic planning, key account management, revenue generation, promotions, team leadership, and coordination with supply chain and marketing to ensure visibility, availability, and profitability of dairy products across modern retail formats. 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.
