ASM – Modern Trade CPD

Division: Consumer Products Division (CPD)
Function: Sales & Business Development

About the Role

We are looking for a dynamic and result-oriented Assistant Sales Manager – Modern Trade to drive business growth and strengthen the company's presence across Modern Trade (NMT) channels.

The role will be responsible for managing key modern trade accounts, achieving sales targets, improving product visibility and ensuring effective execution of business plans across assigned accounts.

Key Responsibilities

1. Sales & Business Growth
   Achieve monthly, quarterly and annual sales targets for the assigned Modern Trade accounts.
   Drive primary and secondary sales across the assigned territory/accounts.
   Develop and execute account-wise business plans to achieve growth objectives.
   Identify opportunities for business expansion, new listings and category growth.
   Monitor sales performance and take corrective actions wherever required.
2. Modern Trade Account Management
   Manage relationships with key Modern Trade / NMT customers and retail chains.
   Develop strong relationships with buyers, category managers and key stakeholders.
   Coordinate for new product listings, assortment expansion and promotional activities.
   Ensure timely execution of customer-specific business plans and agreements.
   Track account-wise sales, inventory, orders and payment-related issues.
3. Promotion & Visibility
   Plan and execute promotions, schemes, consumer offers and trade activities in line with business objectives.
   Ensure effective product visibility, merchandising and planogram compliance.
   Monitor promotional effectiveness and ROI.
   Coordinate with internal teams for promotional material, displays and product availability.
4. Distributor & Supply Chain Coordination
   Coordinate with distributors, stockists and internal supply chain teams to ensure product availability.
   Monitor inventory levels and avoid stock-outs / excess inventory.
   Track order fulfilment and resolve supply-related issues with the concerned teams.
   Ensure smooth execution of primary orders and secondary movement.
5. Market & Competition Analysis
   Track market trends, competitor activities, pricing, promotions and new product launches.
   Gather market intelligence and provide actionable insights to the reporting manager.
   Identify opportunities and challenges across assigned Modern Trade accounts.
   Monitor category performance and recommend suitable business interventions.
6. Reporting & MIS
   Prepare regular sales and business performance reports.
   Track achievement against targets, growth, productivity and distribution parameters.
   Maintain account-wise sales and promotion trackers.
   Provide timely updates on business performance, market developments and key account issues.
7. Cross-Functional Coordination
   Work closely with Marketing, Supply Chain, Finance, Customer Service and other internal teams.
   Coordinate for new product launches, promotional campaigns and customer requirements.
   Ensure timely resolution of customer and operational issues.
   Key Performance Indicators (KPIs)
   Achievement of Sales & Revenue Targets
   Primary & Secondary Sales Growth
   Modern Trade Account Growth
   New Product Listings
   Distribution & Product Availability
   Promotion Execution & ROI
   Product Visibility / Planogram Compliance
   Inventory Management
   Collection / Outstanding Management
   Customer Relationship & Account Development
   Candidate Profile

Education:

Graduate in any discipline.
MBA/PGDM in Sales & Marketing will be an added advantage.

Experience:

4-10 years of relevant experience in Modern Trade / NMT Sales.
Experience in FMCG / Consumer Products / Personal Care / Wellness / Consumer Durables preferred.
Candidates with experience handling large Modern Trade accounts and retail chains will be preferred.
Required Skills
Strong Modern Trade / Key Account Management skills
Sales planning and execution
Negotiation and influencing skills
Strong communication and interpersonal skills
Analytical and problem-solving ability
Customer relationship management
Good understanding of FMCG/Consumer Product sales
MS Excel and PowerPoint proficiency
Ability to work independently and manage multiple accounts
Key Competencies
Business Acumen
Result Orientation
Customer Centricity
Relationship Management
Negotiation Skills
Analytical Thinking
Execution Excellence
Team Collaboration
Problem Solving

Note: The candidate should be comfortable with field travel as per business requirements.