Senior Manager – Modern Trade

Job Summary:

We are seeking an experienced and result-oriented Senior Manager – Modern Trade to lead and drive our sales strategy across key modern trade accounts for our Home Care and Personal Care product categories. The ideal candidate will have strong existing relationships within the modern trade ecosystem and a proven track record of growing FMCG brands through strategic partnerships and data-driven execution.

Key Responsibilities:

• Develop and execute the modern trade strategy for Home Care & Personal Care categories across national and regional key accounts.
• Build and nurture strong relationships with leading modern trade partners such as Reliance Retail, DMart, Metro, Spencer’s, Big Bazaar, More Retail, etc.
• Drive visibility, volume growth, and profitability through effective planning, negotiations, and promotions.
• Lead a team of Key Account Executives/Managers and merchandisers to ensure excellence in in-store execution.
• Formulate and manage Joint Business Plans (JBPs), Annual Operating Plans (AOPs), and promotional calendars in collaboration with key account buyers.
• Monitor SKU performance, shelf space, planogram compliance, and secondary sales data to optimize assortments and pricing.
• Liaise with supply chain and finance teams to ensure seamless execution of orders, stock availability, and account settlements.
• Analyze competition, pricing, and market trends to identify growth opportunities and provide strategic recommendations.
• Ensure compliance with trade terms, credit policies, and timely resolution of claims, shortages, or disputes.
• Regularly review performance metrics and present reports to senior leadership

Key Requirements:

• Postgraduate / MBA in Sales, Marketing, or related field (preferred).

• Minimum 10–15 years of experience in FMCG Sales, with at least 5 years in modern trade handling Home Care or Personal Care categories

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• In-depth understanding of modern trade operations, buyer relationships, and retail dynamics.
• Strong leadership, negotiation, and analytical skills.
• Proven success in driving growth, managing key accounts, and leading cross-functional teams.
• Proficient in MS Office (Excel, PowerPoint), ERP tools (SAP, Oracle), and data analysis platforms