Modern Trade Manager

Overview

Manage organizational sales by developing business plans meeting planned goals and coordinate with the marketing department on lead generation.

• Direct and oversee the activities and performance of the sales team by tracking sales goals, setting individual sales targets, and facilitating the ongoing training and development of the salesforce.
• Manage and achieve overall sales and profitability of the Modern Trade (MT) Channel.
• Maximize distribution of MSL products and visibility of the appropriate product range.
• Create the sales budget, forecast estimate and review as decided by the management.
• Conduct periodical sales meetings as per the schedule at different levels (Management, Supervisor, Salesman).
• Identify the KPIs for the business unit/Team members.
• Continuously improve share of shelf vs. competition and amplify impact of product visibility on consumers.
• Review and manage stocks in alignment with Category Managers.
• Ensure proper execution on the journey plans of the sales team, delivery schedules, routes of merchandisers.
• Manage and monitor the trade marketing budget estimated for the year.
• Responsible for business development agreements, market investments with key accounts, and permanent/temporary display budget.
• Provide input to the marketing department on consumer or trade promotion plan calendar.
• Obtain and monitor up-to-date record of market trends in relation to go‑to‑market approach, competitor activity, and retail development.
• Review plan and prepare promotion plans, marketing activities to customers as per promo calendar in coordination with the category team.
• Identify new business opportunities and develop sales, marketing strategies.
• Approve company credit customers as per the agreed credit policy; ensure no due amount in the market and collection targets achieved.
• Develop customer relations at all levels and resolve customer complaints.
• Conduct regular sales progress or review meetings with major retail customers.
• Responsible for all sales staff in BUM recruitment, appraisal, development.
• Optimize efficiency of the team and resources.
• Control and approve targets and sales commissions, motivate sales team to reach or exceed sales targets.
• Ensure all staff comply with company procedures and guidelines.
• Organize and approve yearly vacation plan and vacation replacement for sales staff; ensure operations comply with company rules and initiate penalties for violations.
• Evaluate and coach the team in areas requiring improvement; assist in recruiting and building the right team liaising with HR.
• Ensure team members receive services from supporting departments (HR, Admin, Accommodation, Workshop, IT, Quality, Logistic, Finance).
• Evaluate discount rates and rebates for key customers ensuring agreed selling price (NRP) is realized.
• Control damage and expiry ensuring within agreed limits.
• Prepare monthly P&L reports area wise, customer wise; liaising with Finance to ensure cost effectiveness.
• Review sales records, expenses, and projected sales on monthly basis;
  Category wise revenue commitment, numeric distribution, basket penetration, product and promotion rollout, customer relationship management, team development, damage expiry control, business development category wise.

• Strong communication skills (listening first and speaking second).
• Integrity and trust; never asking reps to do anything immoral or illegal.
• Ability to build relationships with peers, cross‑functional counterparts, and upper management.
• Empathy and understanding of customer viewpoint and customer service.
• Graduate in Commerce background preferred; postgraduate qualification is an advantage.
• Ability to unite a team under a shared vision and know what motivates each member.
• Analytical skills using data‑driven reports to spur sales coaching and empower reps.
• Understanding of pricing, margins, and discounting impacts.
• Minimum of 3–5 years of experience in the same capacity.