Modern Trade Manager

About the role

Modern Trade Manager is responsible for leading and driving sales performance across the Modern Trade segment, including Key Accounts (Hypermarket, Supermarket, Convenience Stores) and Health & Beauty retail chains. The role focuses on strategic customer management, commercial negotiation, sales planning, distribution expansion, and maximizing visibility and in-store execution. This position plays a key role in achieving sales, profitability, and market share growth for the Consumer Health & Pharmacy Channel.

Key responsibilities

• Develop and execute channel strategies that drive sales growth and enhance market share within Modern Trade
• Identify new business opportunities, retail trends, and shopper insights to support short- and long-term planning
• Manage product portfolio distribution, listing expansion, and channel visibility initiatives
• Lead and manage relationships with key customers, including major MT retailers and Health & Beauty chains
• Build trade spending plan as part of joint business planning, allocating spending across price promotion/instore/listing/specific program
• Manage trade budget vs target to ensure spending control and optimization
• Negotiate annual trading terms, Joint Business Plans (JBP), promotional agreements, and commercial contracts
• Deliver monthly, quarterly, and annual sales targets, including sales revenue, profitability, distribution, and share
• Monitor and analyze sales performance, identifying gaps and action plans to improve results
• Lead, coach, and develop the Modern Trade team, including Key Account Executive and Area Sales Manager

Qualifications

• Minimum 10 years of experience in Modern Trade sales management, preferably in FMCG, Consumer Health, or Personal Care
• Strong background in Key Account Management with proven success in dealing with Modern Trade retailers
• Understanding of trading terms, promotion mechanics, category management, and channel operations
• Strong command of English, both spoken and written
• Strategic thinking and strong channel management capabilities
• Advanced negotiation and commercial management skills
• Strong leadership and people development capabilities
• Analytical, data-driven decision-making skills
• Excellent communication and relationship-building skills
• Budget management and trade spend optimization