Job Overview
The Modern Trade Manager will be responsible for driving sales growth, profitability, and brand visibility across the modern trade channel, including supermarkets, hypermarkets, convenience chains, and e-commerce platforms.
The role requires strong expertise in key account management, strategic planning, and in-store execution, with a focus on delivering commercial targets and strengthening relationships with major retail partners.
Key Responsibilities
Strategy & Planning:
Develop and execute modern trade sales strategies to achieve revenue, volume, and profitability targets.
Analyze sales performance, market trends, and competitor activities to identify growth opportunities.
Develop pricing, promotion, and trade investment strategies to maximize ROI.
Prepare and manage the annual modern trade budget, ensuring cost efficiency and optimal resource allocation.
Key Account Management:
Build and maintain strong relationships with key retail accounts and decision-makers.
Negotiate Joint Business Plans (JBPs), trading terms, listing fees, and promotional agreements.
Drive business growth within existing accounts while identifying and onboarding new modern trade partners.
Monitor account performance and implement strategies to improve sales and profitability.
Execution & In-Store Excellence:
Ensure excellent in-store execution, including planogram compliance, product visibility, and promotional effectiveness.
Oversee merchandising standards and ensure optimal shelf availability and product placement.
Conduct regular store visits and market audits to track execution and competitor activities.
Team Leadership:
Lead, coach, and develop a team of sales representatives, merchandisers, and promoters.
Set performance targets and monitor team productivity to ensure delivery of business objectives.
Provide ongoing training and performance feedback to build a high-performing team.
Cross-Functional Collaboration:
Work closely with marketing, supply chain, and finance teams to ensure alignment and operational efficiency.
Coordinate with supply chain to ensure product availability and timely replenishment.
Partner with finance on invoicing, credit control, and collections to maintain healthy cash flow.
Requirements & Qualifications
Bachelor's degree in Business Administration, Marketing, or a related field.
5 - 7 years' experience in FMCG sales, with strong exposure to the dairy category preferred.
Minimum of 3 years in Modern Trade or Key Account Management.
Proven track record of achieving sales targets and driving business growth in modern trade channels.
Competencies:
Strong negotiation and influencing skills
Solid commercial and financial acumen (P&L management)
Advanced analytical and data interpretation skills
Excellent communication and relationship management skills
Strong leadership and team management capability
Ability to work in a fast-paced and dynamic environment.