Head - Modern Trade - FMCG

Job Description :

- The Modern Trade Head position is multi-faceted role, and is responsible for the overall leadership of MT sales force, compliance, operation, and financial goals of the channel viz., revenue growth, profitability, and cost- control

Qualification:- MBA / Post Graduate degree in Sales & Marketing

- Experience:- Min. 10 to 20 years of FMCG experience; A proven track record of at least 10 to 12 years in modern trade channel, at a regional/national level.

Roles & Responsibilities:

- Growth of Companies business in the channel; Drive volume, value, profitability, supply-chain infrastructure and market expansion.

- Build Joint Business Plans for each of the Key Accounts and set SKU wise, Store wise and Market wise goals basis targeted Category Share.

- Develop and execute channel strategies in terms of effective utilization of A&SP spends, store mapping, right product assortment, and sales force deployment.

- Demonstrate a high level of sales analytics to ensure service levels across the banners/stores;thrust to be maintained on higher fill- rates and inventory turnover at the company DCs.

- Establish, maintain and develop an effective business relationship with the key accounts.

- Managing, leading, developing, and maintaining a co-operative and motivated sales Force (both on & off- roll).

- Periodic tracking of secondary &tertiary sales and guide the team to accelerate the shelf off- take.

- Coordination with cross- functional workgroups viz., marketing, supply- chain, etc to ensure smooth execution of the strategies.

- Monitor and control the cost of various expenses pertaining to operations. To shift the channel dynamics from pay- to- buy to pay- to- sell model.

Systems & Processes :

- Promoting business effectiveness and efficiency while striving for flexibility, and integration with technology.

- Ensuring timely submission of complete, accurate and reliable reports/information from all levels in the region.

- Ensuring compliance of all guidelines in force from time to time, at all the levels in the region.

Communication & Softer Skills:

- Good interpersonal skills, analytical & data interpretation skills

- Outstanding communication skills