The Modern Trade Sales Manager is responsible for driving sales growth, managing key accounts, and ensuring the effective distribution of FMCG (Fast-Moving Consumer Goods) products within modern trade channels such as hypermarkets, supermarkets, and chain stores. The role involves developing and executing strategic sales plans, building strong relationships with key stakeholders, and achieving revenue and market share targets. The Modern Trade Sales Manager will also oversee merchandising, promotions, and inventory management to maximize brand visibility and profitability in modern trade outlets.
Responsibilities:
1. Sales Performance Accountability
Achieving Sales Targets: Deliver on monthly, quarterly, and annual sales targets for modern trade accounts (e.g., hypermarkets, supermarkets, and chain stores).
Market Share Growth: Increase the company’s market share within modern trade channels through effective sales strategies and execution.
Revenue and Profitability: Ensure that sales activities contribute to the company’s revenue and profitability goals while managing trade spend and discounts effectively.
2. Key Account Management Accountability
Relationship Building: Develop and maintain strong relationships with key decision-makers at modern trade accounts to secure favourable shelf space, promotions, and trade terms.
Account Growth: Identify opportunities to grow business within existing accounts and onboard new modern trade partners.
Contract Compliance: Ensure that all agreements with modern trade partners are adhered to, including pricing, promotions, and payment terms.
3. Trade Marketing and Promotions Accountability
Promotional Execution: Plan and execute trade promotions, ensuring they are implemented effectively to drive sales and brand visibility.
Merchandising Standards: Ensure compliance with merchandising guidelines, including product placement, shelf share, and in-store branding.
ROI on Trade Spend: Monitor and evaluate the return on investment (ROI) for trade promotions and marketing activities.
4. Operational Excellence Accountability
Inventory Management: Work closely with the supply chain team to ensure optimal stock levels at modern trade outlets, minimizing stockouts and overstock situations.
Order Fulfilment: Ensure timely and accurate order processing and delivery to modern trade accounts.
Cost Control: Manage operational costs related to sales activities, including travel, trade spend, and promotional budgets.
5. Team Leadership and Development Accountability
Team Performance: Lead, motivate, and develop the modern trade sales team to achieve their individual and collective targets.
Training and Development: Provide ongoing training to the team on product knowledge, sales techniques, and modern trade dynamics.
Performance Reviews: Conduct regular performance reviews and provide constructive feedback to team members.
6. Data-Driven Decision-Making Accountability
Sales Analysis: Analyse sales data, market trends, and competitor activities to identify opportunities and challenges.
Reporting: Prepare and present accurate sales reports, forecasts, and insights to senior management.
Strategic Planning: Use data to develop and adjust sales strategies to meet changing market conditions and business objectives.
Requirements;
- Minimum 5-7 Years: Proven experience in modern trade sales, key account management, or a similar role within the FMCG industry.
- Leadership Experience: At least 2-3 years of experience managing a sales team or leading cross-functional projects.
- Track Record of Success: Demonstrated ability to achieve sales targets, grow market share, and build strong customer relationships.
- A degree in Business Administration, Marketing, Sales, or a related field is typically required
- FMCG Industry Knowledge: In-depth understanding of the FMCG industry, including market trends, consumer behaviour, and competitive landscape.
