Head - Modern Trade - Home/Personal Care

Description:

Job Purpose:

The Head of Modern Trade is responsible for driving sustainable growth, profitability, and market share across modern trade channels. This role leads strategy, execution, and key account management for national and regional modern trade partners, ensuring strong customer relationships, excellent in-store execution, and alignment with overall commercial objectives.

Key Responsibilities:

Strategy & Growth:

- Develop and execute the modern trade strategy aligned with overall business goals

- Identify growth opportunities across key accounts, formats, and categories

- Lead annual joint business planning (JBP) with major modern trade customers

Key Account Management:

- Own relationships with top modern trade customers.

- Lead negotiations on pricing, trade terms, promotions, and contracts

- Ensure effective promotional planning and ROI optimization

Sales Execution & Operations:

- Drive sales performance against targets (volume, value, profitability)

- Ensure excellence in execution: availability, visibility, assortment, and merchandising

- Collaborate with supply chain to ensure service levels and forecast accuracy

Team Leadership:

- Build, lead, and develop a high-performing modern trade sales team

- Set clear KPIs, coach performance, and drive a results-oriented culture

Cross-Functional Collaboration:

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

- Provide market insights to support innovation, pricing, and portfolio decisions

Key Requirements:

- MBA with 10-15 years of sales experience, with significant exposure to modern trade from Home Care/ Personal Care Industries only.

- Proven experience leading national level accounts

- Strong commercial acumen and negotiation skills

- Excellent leadership, communication, and stakeholder management skills