We are looking for a dynamic and strategic professional to lead our Modern Trade channel in the mattress and sleep solutions industry. As the Business Lead Modern Trade, you will be responsible for driving business through large-format retail chains, organized trade partners, and emerging omnichannel formats. This role requires a combination of strategic thinking, account management, and operational execution to drive visibility, availability, and revenue.
Key Responsibilities:
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Channel Strategy & Growth
+ Develop and execute the modern trade strategy aligned with business objectives.
+ Identify new retail partnerships across large-format stores (e.g., Home Centre, Pepperfry, IKEA, etc.) and drive market expansion.
+ Lead product placement, assortment planning, and category growth within modern retail.
Key Account Management
+ Build and maintain relationships with category buyers and decision-makers at key accounts.
+ Lead annual negotiations on margins, pricing, payment terms, and marketing support.
+ Create joint business plans (JBPs) and drive their execution with retail partners.
Retail Operations & Merchandising
+ Ensure planogram compliance, in-store branding, and deployment of promotional campaigns.
+ Work with retail partners to enhance consumer experience through staff training, visual merchandising, and product trials.
+ Track footfall-to-conversion metrics and work on improving store-level productivity.
Cross-functional Collaboration
+ Liaise with supply chain, marketing, and product teams to ensure stock availability, promotional readiness, and timely product launches.
+ Partner with finance and commercial teams for budgeting, claims, and reconciliation.
Team Management
+ Lead a team of Key Account Managers and Regional Business Development Executives.
+ Monitor performance, coach team members, and ensure timely reporting and feedback loops.
Qualifications:
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Education:
MBA in Sales, Marketing, or Retail Management from a reputed institute.
Experience:
812 years of experience in sales, with minimum 35 years in Modern Trade channel within FMCD/Furnishing/Home Decor or allied sectors. Relaxation on experience if the candidate is from a high pedigree institute.
Excellent knowledge of modern retail formats (LFRs, specialty stores, e-commerce-led offline retail, Local Retail Chains).
Strong negotiation and interpersonal skills.
Analytical mindset with ability to drive data-backed decision-making.
* Proficient in MS Office, sales dashboards, and CRM tools.
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