Job Description

Modern Trade, E-commerce, and Institutional Sales Manager will lead channel sales and marketing initiatives to accelerate growth in a fast-paced FMCG environment. This role will develop and implement strategic plans to achieve sales targets and expand the customer base.Modern Trade (MT):

• Develop and execute the MT channel strategy to achieve revenue and profitability targets.
• Build and nurture relationships with key Modern Trade accounts such as Reliance Retail, DMart, Big Bazaar, and other regional/national accounts.
• Drive category management initiatives, ensuring proper assortment, visibility, and in-store execution.
• Negotiate and manage annual business plans, JBP (Joint Business Plans), and contracts with MT partners.
• Track competitor activities and market trends to adjust strategies accordingly.

E-commerce:

• Develop and implement the e-commerce strategy, focusing on marketplaces and quick commerce.
• Optimize digital shelf presence, including catalog management, search optimization, and ratings/reviews.
• Monitor sales performance and use data-driven insights to enhance performance.
• Plan and execute promotional campaigns and ensure seamless execution of pricing and inventory strategies.
• Coordinate with marketing teams to leverage digital advertising tools for better visibility and customer acquisition.

Institutional Sales (HoReCa, Shelves, and Tie-ups):

• Drive HoReCa sales by partnering with hotels, restaurants, and cafes to ensure placement and visibility.
• Expand sales through institutional shelves such as IRCTC, military canteens (CSD), and other bulk-buying entities.
• Forge and manage corporate-level brand tie-ups to promote the product portfolio for gifting, employee engagement, or co-branded campaigns.
• Develop and manage sales strategies for catering to large-scale events and bulk purchase requirements.

Team and Cross-functional Collaboration:

• Coordinate with supply chain, marketing, and finance to ensure timely fulfilment and operational efficiency across MT and e-commerce channels.

Opportunity to work with a leading Indian FMCG organisationHead up an entire division of tradeA successful MT, Ecommerce, & Institutional Sales Head should have:

• Minimum 8 years of overall experience in the FMCG sector.
• Proven experience in modern trade, ecommerce, and institutional sales.
• Must have current or recent experience in the beverage sector.
• Comfortable working remotely (from Mumbai/Delhi) with occasional travel to Head Office in Punjab. Willingness to travel within India for key account negotiations or trade events.

Our client is a leading player in the Beverage-FMCG industry with a strong presence across India. They are renowned for their top-quality products and commitment to innovation.An excellent opportunity to lead the modern trade, ecommerce and institutional sales initiatives of a leading Beverage-FMCG company, offering immense growth potential and an innovative work environment.

Michael Page