To drive sales growth, market share, profitability, and execution excellence across Modern Trade accounts by developing solid customer relationships, ensuring superior in-store execution, and delivering primary and secondary sales objectives.
Key Responsibilities
1. Sales & Business Development
- Deliver monthly, quarterly, and annual primary and secondary sales targets.
- Achieve volume, value, market share, and profitability objectives.
- Drive business growth across National Key Accounts and Regional Modern Trade chains.
- Identify opportunities to expand product assortment and improve category presence.
2. Customer Relationship Management
- Build and maintain strong relationships with key decision-makers.
- Conduct regular business reviews with customers.
- Negotiate commercial terms, annual business plans, and promotional activities.
- Resolve customer issues promptly to ensure service excellence.
3. Trade Marketing & Promotions
- Execute promotional calendars in alignment with company objectives.
- Ensure timely implementation of in-store activations,
displays, and visibility programs.
- Monitor promotional ROI and recommend improvements.
4. Distribution & Availability
- Ensure maximum assortment and SKU availability across all stores.
- Improve numeric and weighted distribution.
- Monitor stock availability and minimize Out-of-Stock (OOS) situations.
- Coordinate with supply chain to ensure timely replenishment.
5. Merchandising Excellence
- Ensure planogram compliance.
- Improve shelf share and shelf visibility.
- Execute secondary displays, end caps, gondola promotions, and seasonal activations.
- Monitor competitor visibility and recommend counter strategies.
6. Team Management
- Lead, coach, and develop Sales Officers, Territory Sales Executives, and Merchandisers.
- Set clear KPIs and conduct regular performance reviews.
- Build a high-performance, execution-focused sales culture.
7. Financial Management
- Manage trade spends within