Sales Head - Modern Trade - FMCG

Company Details: Our client company is a manufacturer of FMCG Products.

Designation: Sales Head - Modern Trade

Job Location: Ahmedabad

Role Overview:

We are looking for an experienced and strategic Sales Head - Modern Trade to lead and grow our Modern Trade business across India. The role will be responsible for driving revenue growth, managing key national and regional retail accounts, strengthening customer relationships, and developing winning channel strategies to enhance market share and profitability.

Key Responsibilities:

• Develop and execute the national Modern Trade sales strategy to achieve revenue, volume, and profitability targets.
• Manage relationships with key national and regional retail chains, ensuring sustainable business growth.
• Lead commercial negotiations, annual agreements, trading terms, and promotional investments with major accounts.
• Drive Joint Business Planning (JBP) initiatives with key customers to maximize sales opportunities.
• Identify new business opportunities and expand presence across Modern Trade formats.
• Collaborate with Marketing, Supply Chain, Finance, and Operations teams to ensure seamless execution.
• Plan and monitor trade promotions, category growth initiatives, and retail marketing activities.
• Strengthen distribution efficiency, inventory management, and product availability across accounts.
• Develop and execute E-Commerce and Omnichannel growth strategies.
• Analyze market trends, competitor activities, and customer insights to drive business decisions.
• Lead, mentor, and develop the Modern Trade sales team to achieve organizational objectives.
• Manage sales forecasting, budgeting, business reviews, and performance tracking.

Preferred Experience:

• Graduate; MBA / PG Diploma in Sales & Marketing.
• 12 - 18 years of experience in FMCG, Edible Oil, Packaged Food, Food Processing, or Consumer Goods industries.
• Minimum 5+ years in a leadership role handling Modern Trade sales.
• Strong relationships with National and Regional Retail Chains.
• Proven expertise in Key Account Management and Commercial Negotiations.
• Experience in Joint Business Planning (JBP), Trade Promotions, and Retail Marketing.
• Exposure to E-Commerce and Omnichannel Retail business models.
• Strong analytical, strategic planning, and team leadership capabilities.