Key Responsibilities

1. Sales Strategy & Team Management

• Develop and execute sales strategies and action plans to achieve volume, value, and profitability targets.
• Lead, coach, and manage the sales team (General Trade, Distributors) to ensure high performance.
• Analyze market trends, competitor activities, and customer insights to adjust strategies effectively within the FMCG landscape.

2. Channel & Account Management

• Oversee sales performance across various channels such as General Trade (GT) and Distributors.

• Manage trade terms, promotion plans, and negotiation with key customers to drive growth and strengthen partnerships.
• Optimize trade spending and promotional investment to ensure maximum ROI.

3. Distribution & Product Availability

• Work closely with Supply Chain and Demand Planning teams to ensure product availability and minimize OOS situations.
• Monitor distribution KPIs including coverage, visibility, and product availability across channels.

4. Data Analysis & Reporting

• Analyze sales performance, market data, POS insights, and forecasting to support business decision-making.
• Prepare regular reports on sales, pipeline, performance, and strategic recommendations.

5. Collaboration with Marketing & Trade Marketing

• Partner with Marketing and Trade Marketing to develop effective promotional activities, in-store visibility, and annual activation plans.
• Support new product launches and ensure effective execution in the market.

Suggested KPIs

• Monthly/quarterly/annual sales achievement
• Target vs. performance growth
• Distribution coverage & availability
• Key account growth metrics
• Trade spending efficiency
• Team performance and productivity

Qualifications

• Bachelor’s degree in Business Administration, Marketing, or a related field.

• Minimum 5–8 years of sales experience in the FMCG industry with proven record in GT/Distributor management.

• Strong commercial acumen with deep understanding of FMCG trade structures.
• Demonstrated leadership, negotiation, and strategic planning skills.
• Proficiency in data analysis tools (Excel, Power BI, CRM) and strong analytical thinking.

• Experience in market expansion or launching new distribution channels.
• Experience managing trade spending and promotional budgets.
• Familiarity with Nielsen, retail audits, and POS data systems.

Key Skills

• Leadership & Team Management
• Negotiation & Influencing Skills
• Strategic Thinking & Problem Solving
• Excellent Communication & Presentation Skills
• Data-driven Decision Making
• Customer Relationship Management