Modern Trade Sales Manager

The Modern Trade Sales Manager is responsible for driving sales and achieving targets within modern trade channels (e.g., supermarkets, hypermarkets, departmental stores, cash & carries, e-commerce) within the assigned territory. This role requires a results-oriented individual with strong relationship-building skills, a deep understanding of modern trade dynamics, and the ability to execute sales strategies effectively.
Key Responsibilities:
• Achieve or exceed agreed-upon sales targets, market share goals, and distribution objectives within the assigned territory and modern trade accounts.
• Manage and develop strong relationships with key decision-makers (buyers, category managers, store managers) at major modern trade retailers. Negotiate trading terms, promotions, and shelf space.
• Identify and develop new business opportunities within the modern trade channel. Expand distribution network and product availability.
• Develop and implement annual sales plans and budgets for modern trade accounts, aligned with overall company objectives. Effectively execute sales strategies and promotional activities.
• Collaborate with category management teams to optimize product assortment, pricing, and merchandising strategies for modern trade. Analyze sales data and market trends to identify growth opportunities.
• Plan and execute effective promotional activities in modern trade, including in-store promotions, displays, consumer activations, and online promotions (if applicable).
• Prepare accurate sales forecasts and provide regular reports on sales performance, market trends, competitor activities, and promotional effectiveness.
• Work closely with supply chain to ensure optimal inventory levels and minimize stockouts at modern trade retailers.
• Conduct market research and competitive analysis to identify opportunities and challenges in the modern trade channel. Stay updated on industry trends and competitor activities.
• Lead, coach, and develop a team of sales representatives or merchandisers (if applicable) to achieve individual and team objectives.
• Ensure adherence to company policies, trade agreements, and ethical guidelines.
Qualifications & Experience:
• Bachelor's degree in Business Administration, Marketing, or a related field.
• Minimum of 5 years of experience in modern trade sales management, preferably in the FMCG industry.
• Proven track record of achieving sales targets and growing market share within modern trade accounts.
• Strong understanding of the modern trade landscape, including key retailers, distribution channels, and promotional strategies.
• Excellent negotiation, communication, and interpersonal skills.
• Strong analytical and problem-solving skills.
• Proficiency in Microsoft Office Suite 1 (Excel, PowerPoint, Word).
• Experience with sales management software (e.g., CRM) is a plus.
• Ability to work independently and as part of a team.
• Strong commercial acumen and understanding of P&L statements.