Modern Trade Manager

Key Responsibilities

1.

Modern Trade Channel DevelopmentDevelop and execute the company’s Modern Trade strategy in alignment with overall sales and commercial objectives.Identify and onboard new retail chains and modern trade partners.Expand the company’s presence across supermarkets, hypermarkets, and retail chains.Ensure the brand has strong visibility and shelf presence in all modern trade outlets.

2.

Key Account ManagementManage relationships with key buyers and category managers within retail chains.Negotiate commercial terms including pricing, listing fees, trade discounts, payment terms, and promotional agreements.Secure product listings across multiple branches and regions.Ensure contractual compliance from both the company and retail partners.

3.

Sales Planning & Target AchievementDevelop annual and quarterly sales plans for the Modern Trade channel.Set sales targets and monitor performance against targets.Track sell-in and sell-out performance across retail partners.Identify growth opportunities to increase revenue and market share.

4.

Promotion & Trade Marketing CoordinationPlan and execute promotional activities in collaboration with marketing and trade marketing teams.Manage promotional calendars with retailers.Monitor promotional performance and ROI.Ensure correct implementation of in-store promotions and displays.

5.

Product Availability & Inventory ManagementEnsure product availability across all retail branches.Monitor stock levels and prevent out-of-stock situations.Coordinate with supply chain and logistics teams to ensure timely deliveries.Monitor product rotation and shelf life compliance.

6.

Store Execution & MerchandisingEnsure proper product placement and shelf visibility.Coordinate merchandising activities and in-store execution.Monitor compliance with agreed shelf space and display standards.Conduct regular market visits to assess product presence and competitor activities.

7.

Market & Competitor AnalysisMonitor competitor activities within modern trade channels.Analyze pricing, promotions, and product positioning of competitors.Provide recommendations for improving competitiveness and market share.

8.

Reporting & Performance AnalysisPrepare regular sales reports for the Modern Trade channel.Analyze performance by customer, category, and SKU.Present performance updates and action plans to senior management.Maintain accurate records of agreements, sales performance, and promotions.

Key Performance Indicators (KPIs)Achievement of Modern Trade sales targets.Growth in number of retail chains and branches listing the company’s products.Product availability rate across stores.Promotion effectiveness and sales growth during promotional periods.Market share growth within Modern Trade channels.Collection performance and adherence to payment terms.

QualificationsBachelor’s degree in Business Administration, Marketing, or a related field.5–8 years of experience in sales within FMCG companies.Minimum 3 years of experience managing Modern Trade accounts.Proven experience dealing with major retail chains.Required SkillsStrong negotiation and relationship management skills.Strategic sales planning and forecasting.Analytical skills and ability to interpret sales data.Strong communication and presentation skills.Ability to manage multiple accounts and priorities.