Job Description: Sales Executive - Modern Trade

Location: Mumbai

Department: Sales - Modern Trade

Reports To: Area Sales Manager / Key Accounts Manager

Experience: 5 years in FMCG Modern Trade Sales

Role Purpose

Drive primary and secondary sales growth across Modern Trade chains through strong store

execution, account management, and team handling. Own end-to-end business delivery for

assigned accounts and ensure category leadership.

Key Responsibilities

1. Business Delivery & Growth

Achieve monthly/quarterly primary and secondary sales targets for assigned MT chains

Track GOLY, GOLLY, and volume growth for Santoor and Non-Santoor portfolio

Drive share gain and category growth in key accounts

Plan and execute monthly/quarterly JBP activities with retailers

2. Store Execution & Merchandising

Ensure 100% OSA for focus SKUs in Top stores

Drive planogram compliance, share of shelf, and visibility as per MT norms

Monitor promo execution, display placements, and POSM deployment

Conduct regular store audits and correct execution gaps

3. Account & Distributor Management

Manage MT distributors for timely billing, stock availability, and claim settlement

Ensure healthy fill rates >98% and reduce stock-outs

Reconcile distributor SOA monthly and close pending claims

Build strong working relationships with store managers and category teams

4.



Team Management

Lead, train, and motivate ISRs for on-ground execution

Prepare ISR rosters, track attendance, and ensure productivity

Control ISR attrition through engagement and timely issue resolution

Review ISR secondary sales daily and drive outlet-wise targets

5.MIS, Analytics & Reporting

Maintain daily sales tracking, sell-in/sell-out reports, and share trends

Submit weekly MT dashboard with insights on growth drivers and gaps

Lead account-level reviews with data-backed action plans

Track promo ROI and competitor activities in assigned chains

Key Skills & Competencies

Solid understanding of Modern Trade format: Reliance, DMart, Big Basket, etc.

Data orientation with ability to read Nielsen/Internal sales reports

Excellent negotiation and relationship management skills

High ownership and growth mindset

Proficiency in MS Excel and basic data analysis

Solid on-ground execution focus

Qualifications

Graduate / MBA preferred2+ years of FMCG sales experience with at least 1 year in Modern

Trade

Prior experience handling ISRs and MT distributors is essential

KPIs for the Role

Primary & Secondary Sales vs Target

GOLY & GOLLY % Santoor & Non-Santoor Growth

OSA & Planogram Compliance %ISR Productivity & Attrition %Claim Settlement TAT

📌 Modern Trade - SE | FMCG | Mumbai (India)
🏢 Yugn HR
📍 India