Job Description

Role Purpose
The Area Sales Manager - Modern Trade is responsible for leading Modern Trade sales operations in the assigned territory, with a strong focus on key account management, revenue growth, visibility execution, and distributor excellence for the Complan and Glucon-D portfolio.
Key Responsibilities
Sales & Financial Performance
Drive primary sales, secondary sales, and revenue growth across Modern Trade accounts
Achieve monthly, quarterly, and annual sales targets
Ensure profitable growth through effective planning and execution
Key Account & Channel Management
Manage National & Regional Modern Trade chains (Reliance, D-Mart, More, Spencer's, etc.)
Strengthen distributor operations for MT channels
Negotiate and execute commercials, promotions, visibility, and JBP commitments
Market Execution & Process
Ensure on-shelf availability, planogram adherence, and promo execution
Drive visibility norms, in-store branding, and NPD launches
Monitor stock health, ageing, and replenishment cycles
Team Leadership
Lead, coach, and develop Sales Officers / MT executives
Review productivity, beat effectiveness, and execution quality
Drive performance through regular reviews and market visits
Business Development & Brand Execution
Expand footprint of Complan & Glucon-D in Modern Trade
Identify opportunities for assortment expansion and premiumization
Collaborate with Marketing and Trade Marketing teams for campaign rollout
Reporting & Administration
Prepare sales forecasts, visibility plans, and account-wise business plans
Track ROI on schemes, promotions, and visibility spends
Ensure accurate reporting through SFA and internal systems
Key Stakeholders
Zonal Sales Manager / Branch Head
Modern Trade Key Account Team
Sales Officers
Distributors & Channel Partners
Trade Marketing & Supply Chain
HR Business Partner
Educational Qualification
Graduate (MBA preferred)
Experience & Skill Requirements
4-7 years of experience in Modern Trade sales within FMCG
Strong exposure to Food / Beverage / Nutrition / OTC categories
Hands-on experience in key account handling & distributor management
Strong understanding of SFA, ROI tracking, and commercial negotiations
Proven people management and cross-functional coordination skills
Good communication skills in English and regional language
Behavioral Competencies
Strong negotiation and relationship-building capability
Result-oriented with high ownership mindset
Analytical, data-driven, and execution-focused
Effective team leader with coaching skills
Strong planning, communication, and presentation abilities

Skills Required