Head - Modern Trade - Alternate Channels/Cash & Carry - FMCG

The Head Modern Trade, Cash & Carry and Alternate Channels is responsible for managing the three organized trade verticals comprising of Modern Trade vertical, Cash & Carry vertical & Alternate Channels vertical and ensure planning and implementation of actions plans to reach annual sales targets. These three channels mentioned above will henceforth be called as organized trade in the documents.

Successful performance requires:

- Self-responsible and self-motivated approach

- Dedication to achieving aspiring results

- Firm decision-taking in complex situations

- Excellent communication skills

- Proven presentation skills and negotiation skills

- Team management experience

- Knowledge of market, customer expectations and brand(s)

- Track record of problem solving and analytical skills

- Strategic thinking skills

Detailed Responsibilities (non-conclusive):

Action Planning & Implementation:

- To lead the Organized Trade verticals for XXXX brand

- Manage a team of 5-6 NKAM's spread across MT, Government Channels & Insti Sales, 1 MT Operations Head, along with strong field team of 30 extended sales team members.

- To service, develop and manage a sales team and portfolio of accounts in line with the Brand / sales strategy

- Build an excellent partnership and exceptional collaboratively working relationships with chains, conduct JBP with main clients on annual basis

- Manage accounts sales growth and profitability in line with company objectives

- Create and implement an annual business plan taking into account all levers of growth: commercial agreements, marketing actions, merchandising and retail opportunities, profitability, terms of trade, securing high voltage visibilities with help of S&CM

- Monitor the accounts' performance against business plan and develop alternative strategies when needed

- Communicate critical business information to the appropriate internal contacts for further action

- Develop and manage the sales team including the merchandisers and to motivate them and ensure that XXXX's in-store execution is of gold standard

- Ensure development of expertise and know-how and support organization changes

- Work closely with S&CM & Marketing to define Beauty advisors focus BGR on an ongoing basis.

- Completion of all administration account and internal completed on time and 100% accurately

- Plan, negotiate, and finalize the annual promotional calendar / activation

Relationship Management:

- Establish a sound working relationship with main accounts and ensure a Win Win situation for both parties

Trade Visits

- Conduct regular trade visits with sales force

- Continuously monitor and improve brands merchandising presence.

Required Qualification:

- Successful track record of working in organized trade vertical, especially in Modern Trade in a senior role, Experience of managing big chains like (BB /Reliance /Dmart) and health and beauty channel (H&G), Walmart, etc would be ideal.

- Strong external stakeholder management and negotiation capability

- A minimum of 10 years sales experience with a leading FMCG company

- Business Administration/Sales/Marketing Degree/Diploma from an accredited university

- Strategic Business Planning and financial analysis to drive growth and profitability - understanding commercial and marketing levers in the MT context

- Leveraging Internal collaboration - especially S&CM

- Large team management (30+ members)

- Presentation and Communication skills

- Ecommerce and Marketing experience is preferred

Secrecy:

The incumbent is strictly obliged to keep company-information as a secret, especially after termination of the labor-relation.

Organization:

The Head Modern Trade, C&C and Alternate Channels reports to the Sales Director.

Main Contacts:

- Internal:

All staff of XXXX India.

External:

- Distributors and retail clients