Senior Sales Specialist – Discounters Channel; FMCG​/Food Manufacturing

We are seeking a highly experienced Sales Specialist with deep expertise in the Discounters Market to drive growth, strengthen distribution, and expand our presence across value retail channels within the FMCG / food manufacturing sector.

This role requires a commercially sharp professional who understands the full discounters value chain, has strong industry relationships, and can deliver measurable sales performance through strategic execution.

• Develop and execute sales strategies specifically for the discounters channel within FMCG / food categories
• Build, manage, and expand relationships with key discounter buyers and category managers
• Leverage existing market network to secure product listings, optimize shelf presence, and grow distribution
• Lead commercial negotiations including pricing, margins, trade terms, and promotional planning
• Align product offerings with discounter requirements including cost targets, packaging formats, and volume planning
• Collaborate with supply chain, production, and marketing teams to ensure efficient execution and availability
• Analyze market trends, competitor pricing, and value retail shopper behavior
• Deliver revenue growth, volume targets, and profitability across discounter accounts
• Monitor KPIs, forecasting accuracy, and performance analytics

• Deep understanding of discounters business models — low margin, high volume, cost-driven retail
• Strong knowledge of the end-to-end value chain — sourcing, cost control, packaging efficiency, logistics, and inventory optimization
• Advanced commercial acumen in pricing strategy, trade margins, cost-to-serve, and profitability management
• Hands-on experience with private label dynamics, product benchmarking, and cost engineering in FMCG / food categories
• Clear understanding of value retail shopper behavior and high-velocity product management
• Practical knowledge of merchandising efficiency, SKU rationalization, and shelf optimization
• Strong analytical capability for sales data interpretation, forecasting, and promotion ROI evaluation
• Familiarity with retailer compliance standards, product specifications, and operational requirements

• 7–12+ years of proven experience in discounters or value retail sales within FMCG / food manufacturing
• Demonstrated success managing major discounter accounts and achieving significant sales growth
• Established network and active relationships within the discounters ecosystem
• Strong track record in negotiations, account expansion, and commercial execution
• Bachelor’s degree in Business, Sales, Marketing, Supply Chain, or related field (preferred)