Sales Manager, Supermarkets (Modern Trade)

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Job Description

Sales Manager, Supermarkets (Modern Trade)

Job Description – Sales Manager, Supermarkets (Modern Trade)

Function: Sales

1. Role Purpose

Drive profitable growth in the Supermarket channel through sales delivery, customer and distribution expansion, power brand growth, effective in-store execution and strong commercial governance.

4. Key Stakeholders

Internal: Sales, Marketing, BTM, Finance, Supply Chain, Sales Operations and HR.

External: Modern Trade / Supermarket Chains, Retail Accounts, Distributors and Promoters.

6. Key Competencies

- Business and commercial acumen
- Customer relationship management
- Sales planning and execution
- Analytical and problem-solving skills
- Team leadership and collaboration
- Ownership and execution excellence

Responsibilities

Achieve offline sales, topline and profitability targets for the Supermarket channel.; Drive growth of power brands, new product developments (NPDs) and strategic categories.; Identify incremental business opportunities across existing and new accounts.; Strengthen relationships with existing retail chains and onboard new accounts across markets.; Expand distribution, product listings, store coverage and presence in new towns.; Develop account-level plans to drive sustainable growth and improve market penetration.; Drive offline go-to-market initiatives, promoter productivity, store-level sales and product visibility.; Execute retail activations, loyalty programmes and new product launches.; Improve in-store execution and sales conversion through regular performance reviews.; Ensure timely submission, processing and reconciliation of distributor and modern trade claims.; Monitor claims outstanding, ROB and utilisation of commercial provisions within approved budgets.; Coordinate with Finance, Marketing, Supply Chain, BTM and Sales & Distribution teams to resolve business issues.; Lead and develop the team to achieve business, distribution and productivity targets.; Review performance, identify gaps and drive corrective actions.; Build team capability and ensure retention of key talent.; Offline sales and profitability / EBITDA achievement.; Power brand growth and NPD sales.; Distribution expansion, new listings, stores and account acquisition.; Promoter productivity and store sales.; Customer loyalty programme and activation targets.; Claims reconciliation, commercial budget adherence and ROB.; Team performance and key talent retention.

Requirements

Graduate in any discipline, MBA / PGDM in Sales or Marketing preferred.; Relevant experience in FMCG / Consumer Healthcare sales, preferably in Modern Trade.; Experience in key account management, distribution expansion, commercial negotiations and team management.