To lead and manage the modern trade channel including key retail partnerships and omnichannel networks, driving sales growth, market share expansion, efficient distribution, and enhanced customer experience across pan India (specifically MP & CG regions.
3.
KEY ACCOUNTABILITY AREAS:
Main Tasks
Activities
Channel Partnership Management
Collaborate with MT partners such as DMART, Big Bazaar, JioMart, Big basket, Roomstory, Zingy Homes, Hyper CITY, More, Nature's Basket for market development and execution.
Geographic Coverage & Travel
Travel pan India / MP CG to ensure proper process setup, execution, and achievement of deliverables.
Sales & Distribution
Manage sales and distribution of multi-category products, achieving revenue and profitability targets.
Resource & Budget Planning
Plan and allocate resources, budget, and promotional proposals to meet sales objectives.
Leadership & Issue Resolution
Lead and inspire internal teams and external customers, creatively resolving problems and driving goals.
Business Forecasting
Oversee sales forecasting (RSF), tracking, and coordinate with teams for all categories.
Reporting
Prepare and present monthly, quarterly, and annual business plans and reviews to the Country Manager.
Market & Competition Analysis
Continuously monitor market trends and competitor actions to inform strategic planning.
Sales Promotions
Plan and execute trade and consumer-level sales promotional activities.
Systems & Processes Implementation
Develop and enforce SOPs in conjunction with direct reports and channel partners.
Field Force Recruitment & Training
Recruit and train the field workforce across various zones.
Supply Chain Coordination
Collaborate with supply chain/logistics for timely stock availability based on forecast.
Product Assortment & Availability
Ensure assortment, visibility, and freshness of products in the market.
Business Administration degree preferably from reputed institutes like IIM/IIT or equivalent.
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Experience
: Proven experience in managing Modern Trade or Omni-channel sales in FMCG or retail sector, with leadership and multi-region exposure.
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BEHAVIOUR COMPETENCIES
Definition
Result Orientation
Drives achievement of sales goals and business outcomes through focused efforts.
People Management
Leads and motivates teams to perform and develop effectively.
Stakeholder Management
Manages effective relationships with internal and external stakeholders.
Process Orientation
Ensures compliance with established processes and continually improves workflows.
Communication Skills
Clearly conveys information and fosters teamwork through effective dialogue.
Accountability
Takes ownership of responsibilities and results delivered by self and team.
Adaptability
Responds effectively to market and business changes.
Negotiation & Influence
Persuades and negotiates to achieve win-win results and business objectives.
Attention to Detail
Ensures accuracy and thoroughness in all tasks and processes.
Ethical Integrity
Upholds high ethical standards and transparency in all business dealings
FUNCTIONAL COMPETENCIES
Definition
Product Knowledge
Comprehensive understanding of FMCG products and sales channels.
Technical Expertise
Proficient in use of SAP, Omni Docs, and Microsoft Office for sales and reporting.
Process & SOP Adherence
Strict adherence to defined processes and standard operating procedures to ensure consistency.
6.
CHALLENGE:
Managing multi-category sales across a wide geographic area with diverse channel partners, ensuring flawless execution of sales, distribution, promotional plans, and maintaining competitive market presence.
7.
ORGANIZATION STRUCTURE:
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Reporting to
: Country Manager
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Direct Reports:
Area Sales Manager -MT, Field Forces (SS & SR -MT), Channel Partners
8.
APPROVAL SECTIO
N
Immediate Superior
Date:
Superordinate
Date:
Department Head
Date:
Human Capital
Date:
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