Zonal Sales Manager - Modern Trade (12-20 yrs)

Role Overview

The Zonal Sales Manager - Modern Trade will be responsible for driving sales growth and operational excellence in the modern trade channel across the designated zone. The candidate will manage key retail chains, distributors, and field teams to execute trade strategies, achieve sales targets, and ensure seamless execution at the store level. The role requires strong leadership, negotiation, and analytical capabilities, along with a deep understanding of the modern trade landscape in the food and snacking category.

Key Responsibilities:

Sales Planning & Strategy:

Develop and implement regional sales strategies for modern trade to meet volume, value, and distribution targets.

Plan and execute zonal modern trade sales targets in alignment with national objectives.

Analyze sales trends and market dynamics to optimize pricing, promotions, and assortment.

Account Management:

Build and maintain strong relationships with key modern trade accounts (e.g., Big Bazaar, Reliance Retail, D-Mart, Metro, Amazon Fresh).

Lead joint business planning (JBP), negotiate annual trade terms, and execute customer marketing initiatives.

Drive new product listings and visibility for existing products.

Team Leadership:

Manage, mentor, and develop a team of Key Account Executives, Territory Sales Officers, and Merchandisers.

Set performance KPIs, monitor field execution, and ensure compliance with merchandising standards.

Foster a high-performance sales culture focused on results and continuous improvement.

Operations & Execution:

Monitor stock movement and collaborate with supply chain teams to manage inventory and order fulfillment.

Ensure timely execution of planograms, in-store branding, secondary displays, and in-store promotions.

Monitor plan vs. actual performance and course-correct as necessary.

Data & Reporting:

Maintain accurate and timely reporting of sales performance, promotional effectiveness, and market insights.

Use data analytics tools to measure ROI on trade spends and in-store activities.

Provide inputs for forecasting and demand planning.