Area Sales Manager – Modern Trade

Company: Zydus Wellness

Function: Modern Trade

Functional Reporting: Lead – MT Operations

Location: Kolkata

About Zydus Wellness

Zydus Wellness is a leading FMCG organisation focused on health and wellness, with a portfolio of trusted brands including Sugar Free, Complan, Glucon-D, Everyuth and Nutralite.

The company serves over 50 million families and operates with a strong focus on research, quality, innovation, manufacturing integrity and supply chain efficiency.

Role Purpose The Area Sales Manager – Modern Trade will be responsible for achieving the channel's business objectives across Primary and Redistribution, in coordination with the Head Office, while driving backend operations for Modern Trade.

The role will also contribute to the formulation and execution of consumer promotions and channel initiatives for Modern Trade.

Key Responsibilities

Financial

Deliver AOP across Modern Trade chains and brands.

Ensure optimum fill rates to maximise business opportunities.

Maintain and monitor account profitability trackers for key chains.

Customer & Account Management

Develop, negotiate and utilise customer budgets to maximise business outcomes.

Execute Terms of Trade at store level.

Manage range, assortment, space and visibility execution.

Conduct monthly/quarterly business reviews with Modern Trade chains.

Build strong engagement and relationship matrices with Modern Trade customers and distributors.

Business Planning & Process

Develop account-wise monthly and quarterly plans to drive volume, value, market share and activations.

Ensure effective TOT planning and adherence.

Drive business planning and market-share deliverables.

Manage claims from distributors through the commercial team and system portal.

Collate and analyse data to track key parameters such as Sales Efficiency, Sales Achievement and Champion's Scorecard, and review the same with the team.

People & Execution

Drive merchandising and strong in-store execution.





Act as the first point of contact for regional key accounts and zonal offices of National Accounts.

Manage liaison, policy communication and TOT negotiations with relevant stakeholders.

Lead, monitor, coach and develop the sales team, fostering a high-performance culture and accountability.

Key Deliverables

Develop and execute sales strategies to achieve targets and strengthen market share.

Monitor sales performance and identify opportunities for improvement and corrective action.

Build and maintain strong relationships with Modern Trade accounts and distributors.

Monitor distributor performance, including order fulfilment, stock levels and sales performance.

Collaborate with Marketing, Supply Chain, Finance, Commercial and Trade Marketing teams for seamless execution.

Analyse market trends, competitor activities and consumer preferences to identify growth opportunities.

Ensure strong on-ground execution, product visibility and adherence to merchandising standards.

Drive revenue growth and consistent achievement of business targets.

Key Interactions

Modern Trade HO Team

Field MT Sales Team

Local Team of National Accounts

Customer Trade Marketing / Trade Finance

Commercial Team

Supply Chain & CFA Team

MT Chains – Buying, Finance, Supply Chain & Store Operations

Candidate Profile

Educational Qualification: MBA preferred

Experience:

6–8 years of experience in the FMCG industry.

Minimum 2 years of experience in dealing with organised retail / Modern Trade.

Functional Competencies

Solid commercial acumen

Ability to analyse data and market trends and translate insights into strategic decisions

Excellent communication and negotiation skills

Strong result orientation

Strong leadership and people-management skills

Behavioural Competencies

Team player

Resilience

Strong interpersonal skills

Ability to collaborate effectively across functions

If you are passionate about Modern Trade, business growth, customer management and building high-performing teams, we would be keen to hear from you.

📌 Area Sales Manager (Kolkata)
🏢 Zydus Wellness
📍 Kolkata