Role & responsibilities
Industry:
Responsible for driving sales growth, market expansion, distribution, key account management, and profitability across Modern Trade, General Trade, and Quick Commerce channels in India.
Key Responsibilities
1. Sales Strategy & Business Growth
- Develop and execute channel-wise sales plans to achieve revenue, volume, gross margin, and profitability targets.
- Identify new markets, business opportunities, and customer segments to expand market share.
- Monitor sales performance and implement corrective actions to achieve business objectives.
2. Modern Trade (MT)
- Manage key accounts such as Reliance Retail, Spencers, and other organised retail chains.
- Negotiate pricing, listing fees, promotional schemes, visibility, and annual business plans.
- Drive product availability, shelf visibility, assortment expansion, and account-level profitability.
- Monitor trade spends, promotional effectiveness, and payment collections.
3. General Trade (GT)
- Expand distributor, super-stockist, wholesaler, and retailer networks across assigned territories.
- Drive primary and secondary sales, outlet coverage, numeric distribution, and product penetration.
- Improve distributor productivity, sales team efficiency, stock rotation, and market execution.
- Ensure distributor profitability, timely collections, and consistent product availability.
4. Quick Commerce (Q-Commerce)
- Manage platform relationships with Blinkit, Zepto, Swiggy Instamart, and other relevant platforms.
- Drive product listings, assortment, availability, visibility, and platform-specific sales growth.
- Optimize platform promotions, advertising spends, discounts, and commissions.
- Monitor inventory, sales velocity, fulfilment performance, and platform-wise contribution margins.
5. Profitability & Trade Spend Management
- Monitor channel-wise and customer-wise gross margins, trade spends, discounts, and commercial expenses.
- Improve net contribution through pricing optimization, product mix, cost control, and effective negotiations.
- Evaluate promotional ROI and ensure trade investments generate incremental sales and profitability.
- Review channel performance regularly and implement plans to improve margins and reduce inefficiencies.
6. Team Leadership & Business Planning
- Lead and develop sales teams, key account managers, and distributor sales personnel.
- Prepare sales forecasts, budgets, and monthly business reviews.
- Coordinate with marketing, finance, and supply chain teams to ensure effective execution.
- Track KPIs, inventory, sales returns, and collections to maintain business discipline.
Key Performance Indicators (KPIs)
- Revenue growth and sales target achievement
- Gross margin and channel-wise profitability
- Primary and secondary sales growth
- Distribution expansion and outlet productivity
- Trade spend ROI and promotional effectiveness
- Q-Commerce platform performance
- Inventory availability and forecast accuracy
- Collection efficiency and overdue control
Qualifications & Experience
- Graduate in Business, Commerce, or Marketing; MBA preferred.
10–15 years of FMCG sales experience
, preferably in Food & Beverages.- Strong experience managing Modern Trade, General Trade, and Quick Commerce channels.
- Proven expertise in key account management, distribution expansion, commercial negotiations, and team leadership.
- Strong financial acumen with experience in channel profitability, trade spend optimisation, and business planning.
