1. JOB IDENTIFICATION:

Department/ Work Unit

Sales

Job Title or Position Title

Head Modern Trade

Reports to

Country Manager

Location

West Region

2. JOB PURPOSE:

To lead and manage the contemporary trade channel including key retail partnerships and omnichannel networks, driving sales growth, market share expansion, efficient distribution, and enhanced customer experience across pan India (specifically MP & CG regions.

3. KEY ACCOUNTABILITY AREAS:

Main Tasks

Activities

Channel Partnership Management

Collaborate with MT partners such as DMART, Big Bazaar, JioMart, Big basket, Roomstory, Zingy Homes, Hyper CITY, More, Nature's Basket for market development and execution.

Geographic Coverage & Travel

Travel pan India / MP CG to ensure proper process setup, execution, and achievement of deliverables.

Sales & Distribution

Manage sales and distribution of multi-category products, achieving revenue and profitability targets.

Resource & Budget Planning

Plan and allocate resources, budget, and promotional proposals to meet sales objectives.

Leadership & Issue Resolution

Lead and inspire internal teams and external customers, creatively resolving problems and driving goals.

Business Forecasting

Oversee sales forecasting (RSF), tracking, and coordinate with teams for all categories.

Reporting

Prepare and present monthly, quarterly, and annual business plans and reviews to the Country Manager.

Market & Competition Analysis

Continuously monitor market trends and competitor actions to inform strategic planning.

Sales Promotions

Plan and execute trade and consumer-level sales promotional activities.





Systems & Processes Implementation

Develop and enforce SOPs in conjunction with direct reports and channel partners.

Field Force Recruitment & Training

Recruit and train the field workforce across various zones.

Supply Chain Coordination

Collaborate with supply chain/logistics for timely stock availability based on forecast.

Product Assortment & Availability

Ensure assortment, visibility, and freshness of products in the market.

4. WORKING RELATIONSHIP:

NO

RELATIONSHIP

PURPOSE

1

Internal Stakeholders

Sales team, Supply Chain, Logistics, Marketing, Finance coordination

2

External Stakeholders

Channel partners, Retailers, Vendors, Customers

5. KNOWLEDGE, EXPERIENCE AND COMPETENCY:

Ø Qualification: Business Administration degree preferably from reputed institutes like IIM/IIT or equivalent.

Ø Experience : Proven experience in managing Modern Trade or Omni-channel sales in FMCG or retail sector, with leadership and multi-region exposure.

o

BEHAVIOUR COMPETENCIES

Definition

Result Orientation

Drives achievement of sales goals and business outcomes through focused efforts.

People Management

Leads and motivates teams to perform and develop effectively.

Stakeholder Management





Manages effective relationships with internal and external stakeholders.

Process Orientation

Ensures compliance with established processes and continually improves workflows.

Communication Skills

Clearly conveys information and fosters teamwork through effective dialogue.

Accountability

Takes ownership of responsibilities and results delivered by self and team.

Adaptability

Responds effectively to market and business changes.

Negotiation & Influence

Persuades and negotiates to achieve win-win results and business objectives.

Attention to Detail

Ensures accuracy and thoroughness in all tasks and processes.

Ethical Integrity

Upholds high ethical standards and transparency in all business dealings

FUNCTIONAL COMPETENCIES

Definition

Product Knowledge

Comprehensive understanding of FMCG products and sales channels.

Technical Expertise

Proficient in use of SAP, Omni Docs, and Microsoft Office for sales and reporting.

Process & SOP Adherence

Strict adherence to defined processes and standard operating procedures to ensure consistency.

6. CHALLENGE:

Managing multi-category sales across a wide geographic area with diverse channel partners, ensuring flawless execution of sales, distribution, promotional plans, and maintaining competitive market presence.

7. ORGANIZATION STRUCTURE:

Ø Reporting to: Country Manager

Ø Direct Reports: Area Sales Manager -MT, Field Forces (SS & SR -MT), Channel Partners

8. APPROVAL SECTION:

Immediate Superior

Date:

Superordinate

Date:

Department Head

Date:

Human Capital

Date:

📌 Head-Modern Trade (India)
🏢 Sunshine Workforce Solutions
📍 India