Sales Manager, Supermarkets (Modern Trade)

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Job Description

Sales Manager, Supermarkets (Modern Trade) **1\. Role Purpose**

Drive profitable growth in the Supermarket channel through sales delivery, customer and distribution expansion, power brand growth, effective in\-store execution and strong commercial governance.

• *2\. Key Responsibilities**

• *Business Growth \& Profitability**

• Achieve offline sales, topline and profitability targets for the Supermarket channel.
• Drive growth of power brands, new product developments (NPDs) and strategic categories.
• Identify incremental business opportunities across existing and new accounts.

• *Customer \& Distribution Development**

• Strengthen relationships with existing retail chains and onboard new accounts across markets.
• Expand distribution, product listings, store coverage and presence in new towns.
• Develop account\-level plans to drive sustainable growth and improve market penetration.

• *Go\-to\-Market \& Execution**

• Drive offline go\-to\-market initiatives, promoter productivity, store\-level sales and product visibility.
• Execute retail activations, loyalty programmes and new product launches.
• Improve in\-store execution and sales conversion through regular performance reviews.

• *Commercial Governance**

• Ensure timely submission, processing and reconciliation of distributor and modern trade claims.
• Monitor claims outstanding, ROB and utilisation of commercial provisions within approved budgets.
• Coordinate with Finance, Marketing, Supply Chain, BTM and Sales \& Distribution teams to resolve business issues.

• *Team \& Performance Management**

• Lead and develop the team to achieve business, distribution and productivity targets.
• Review performance, identify gaps and drive corrective actions.
• Build team capability and ensure retention of key talent.

• *3\. Key Performance Indicators (KPIs)**

• Offline sales and profitability / EBITDA achievement.
• Power brand growth and NPD sales.
• Distribution expansion, new listings, stores and account acquisition.
• Promoter productivity and store sales.
• Customer loyalty programme and activation targets.
• Claims reconciliation, commercial budget adherence and ROB.
• Team performance and key talent retention.

• *4\. Key Stakeholders**

• *Internal:** Sales, Marketing, BTM, Finance, Supply Chain, Sales Operations and HR.

• *External:** Modern Trade / Supermarket Chains, Retail Accounts, Distributors and Promoters.

• *5\. Qualifications \& Experience**

• Graduate in any discipline; MBA / PGDM in Sales or Marketing preferred.
• Relevant experience in FMCG / Consumer Healthcare sales, preferably in Modern Trade.
• Experience in key account management, distribution expansion, commercial negotiations and team management.

• *6\. Key Competencies**

• Business and commercial acumen
• Customer relationship management
• Sales planning and execution
• Analytical and problem\-solving skills
• Team leadership and collaboration
• Ownership and execution excellence