Position Summary
The Modern Trade Accounts Executive is responsible for managing and growing relationships with key modern trade customers, including major retail chains, supermarkets, and hypermarkets.
The role is focused on driving sales growth, increasing market share, and delivering revenue targets within the modern trade channel.
This position works closely with internal teams to ensure strong product visibility, availability, and profitability across assigned accounts.
Key Responsibilities
Account Management:
Build and maintain strong relationships with modern trade customers as the primary contact person.
Ensure high levels of customer satisfaction through excellent service delivery.
Understand customer needs, buying patterns, and market trends to develop tailored growth strategies.
Sales Growth & Revenue Generation:
Develop and implement sales plans to achieve channel revenue targets.
Identify new business opportunities and expand existing customer accounts.
Negotiate contracts and commercial agreements that increase sales volume and market share.
Promotions & In-Store Execution:
Partner with the marketing team to plan and execute impactful promotional campaigns.
Work with merchandising teams to ensure strong shelf presence, visibility, and stock availability.
Track promotional performance and recommend improvements based on results.
Forecasting & Demand Planning:
Analyze sales data, market trends, and customer demand to create accurate forecasts.
Coordinate with supply chain and logistics teams to maintain optimal stock levels.
Reduce stock shortages and excess inventory across accounts.
Category Management:
Conduct market and competitor analysis to identify category growth opportunities.
Develop assortment plans, shelf optimization strategies, and category initiatives.
Support category expansion and improve market share performance.
Pricing & Negotiation:
Develop pricing strategies aligned with market conditions, customer margins, and profitability goals.
Negotiate pricing terms, promotions, and trading agreements with customers.
Balance revenue growth with sustainable profitability.
Cross-Functional Collaboration:
Work closely with Sales, Marketing, Finance, Supply Chain, and Operations teams.
Build strong working relationships with customer stakeholders such as buyers, category managers, and merchandisers.
Ensure smooth execution of joint business plans and customer initiatives.
Reporting & Performance Analysis:
Prepare regular reports on sales results, market trends, and competitor activity.
Analyze account performance against targets and identify improvement opportunities.
Present findings, insights, and recommendations to management.
Qualifications & Skills
Bachelor's Degree / HND qualification in Business Administration, Marketing, or related discipline.
Proven experience in Modern Trade Sales, Key Account Management, or similar commercial roles, preferably in FMCG or retail.
Strong understanding of modern trade operations, customer expectations, and market trends.
Excellent sales, negotiation, and relationship management skills.
Strong analytical ability with experience using data to support decisions.
Effective communication and interpersonal skills.
Strategic thinking with strong problem-solving capability.
Proficiency in Microsoft Office and sales/reporting tools.
Results-driven with a strong focus on revenue growth and target achievement.
Ability to thrive in a fast-paced environment while managing multiple priorities.
Tech-savvy with willingness to leverage technology to improve productivity and performance.