Job Description:

Job Description Modern Trade Sales Leader (Omnichannel)

Location: Gurugram, Haryana

Experience: 13-18 Years

Industry Preference: FMCG, Consumer Electronics, Tyres, Mobile Handsets, Paints, Liquor/Alcobev, or other large consumer-facing industries

About the Role:

We are seeking a dynamic and commercially driven Modern Trade Sales Leader to lead and scale our Modern Trade and Omnichannel business across India. The incumbent will be responsible for driving strategic partnerships with key modern trade accounts, developing omnichannel growth strategies, maximizing revenue, and enhancing customer engagement across both physical and digital retail ecosystems.

This role requires a strong blend of sales leadership, category management, key account management, channel strategy, and omnichannel execution, with proven success in managing large-format retail and e-commerce partnerships.

Key Responsibilities:

Modern Trade & Key Account Management:

- Lead the Modern Trade business across national and regional key accounts.

- Develop and execute annual business plans with strategic retail partners.

- Drive revenue growth, market share expansion, profitability, and distribution excellence.

- Manage relationships with leading modern trade retailers and negotiate commercial agreements, trade terms, promotions, and joint business plans.

- Ensure flawless execution of visibility, merchandising, assortment, and in-store activation initiatives.

Omnichannel Strategy & Execution:

- Develop and implement omnichannel sales strategies integrating offline and online retail channels.

- Drive growth through e-commerce, quick commerce, marketplace platforms, and omnichannel retail partners.

- Collaborate with digital commerce teams to optimize assortment, pricing, promotions, and customer experience.

- Leverage consumer and channel insights to enhance omnichannel performance and customer engagement.

Business Growth & Commercial Excellence:

- Identify new growth opportunities, emerging retail formats, and channel expansion initiatives.

- Drive sales forecasting, demand planning, and business reviews with internal and external stakeholders.

- Monitor channel profitability, ROI, trade investments, and promotional effectiveness.

- Build strategic account growth plans aligned with organizational objectives.

Stakeholder Management:

- Partner closely with Marketing, Supply Chain, Finance, Category, and Demand Planning teams.

- Present business performance, strategic recommendations, and growth opportunities to senior leadership.

- Build strong relationships with external stakeholders, distributors, retailers, and channel partners.

Team Leadership:

- Lead, mentor, and develop high-performing sales and account management teams.

- Foster a culture of accountability, performance excellence, and customer-centricity.

- Establish robust sales governance, KPIs, and performance management frameworks.

Desired Candidate Profile:

Experience:

- 1318 years of experience in Sales, Modern Trade, Key Account Management, or Omnichannel leadership roles.

- Proven experience managing large national retail accounts and driving channel growth.

- Exposure to one or more of the following industries:

1. FMCG

2. Consumer Electronics

3. Mobile Devices

4. Tyres

5. Paints

6. Liquor / Alcobev

7. Other large consumer-facing categories

Functional Expertise:

- Deep understanding of Modern Trade and Omnichannel business models.

- Strong experience with key account negotiations, joint business planning, and trade marketing.

- Expertise in e-commerce, marketplace, quick commerce, and omnichannel retail ecosystems.

- Strong commercial acumen with experience managing P&L, trade spends, and sales budgets.

- Data-driven approach to business planning and performance management.

Leadership Competencies:

- Strategic thinking and business growth mindset.

- Strong influencing and stakeholder management skills.

- Excellent negotiation and relationship-building capabilities.

- Ability to lead cross-functional teams and drive execution at scale.

- Strong analytical, problem-solving, and decision-making skills.

Education:

- Bachelor's Degree in Business, Marketing, Commerce, Engineering, or related discipline.

- MBA from a premier business school preferred.