Description:

- Develop and execute Modern Trade and E-commerce sales strategies aligned with overall business goals

- Build annual business plans (ABP), JBPs, and channel-wise growth roadmaps

- Identify new growth opportunities across formats, platforms, and regions

Key Account Management Modern Trade:

- Manage national & regional MT accounts (e.g., Reliance, DMart, Metro, Walmart, Spar, etc.)

- Lead Joint Business Planning (JBP) with key customers

- Negotiate commercials, margins, promotions, listings, and visibility

- Drive assortment expansion, shelf productivity, and in-store execution

E-commerce Management:

- Own performance of E-commerce platforms (Amazon, Flipkart, Big Basket, Blinkit, Zepto, Instamart, Jio Mart, Swiggy, Zomato, etc.)

- Drive online revenue, ROI on promotions, visibility, and search rankings

- Coordinate with marketing on digital campaigns, content, and brand stores

- Track metrics like GMV, conversion, ROAS, fill rate, and customer ratings

Sales Execution & Operations:

- Ensure flawless execution of promotions, launches, and seasonal plans

- Monitor sales performance vs targets; take corrective actions

- Coordinate with supply chain for forecasting, fill rates, and inventory control

Team Leadership:

- Lead, coach, and develop MT & E-commerce sales teams

- Set clear KPIs and conduct performance reviews

- Build a high-performance, execution-driven culture

Cross-Functional Collaboration:

- Work closely with Marketing, Finance, Supply Chain, and Category teams

- Align pricing, promotions, NPD launches, and visibility plans

Reporting & Analytics:

- Track sales, margins, schemes, and customer profitability

- Present regular business reviews and actionable insights to leadership

Key Performance Indicators (KPIs):

- Channel-wise revenue & profitability

- Market share growth (MT & E-com)

- JBP achievement & customer scorecards

- Promotion ROI & visibility metrics

- Team productivity & capability development

Skills & Competencies:

- Strong negotiation & commercial acumen

- Deep understanding of MT & E-commerce business models

- Data-driven decision making & analytical mindset

- Leadership, stakeholder management & execution excellence

- High ownership and result orientation

Preferred Background:

- FMCG / Consumer Products / Retail-first organizations

- Experience handling both offline MT + online E-commerce is highly desirable