ASM MT (Maharashtra)

Role Purpose

The Area Sales Manager – Modern Trade is responsible for leading Modern Trade sales operations in the assigned territory with a strong focus on key account management revenue growth visibility execution and distributor excellence for the Complan and Glucon-D portfolio.

Key Responsibilities

Sales & Financial Performance

• Drive primary sales secondary sales and revenue growth across Modern Trade accounts

• Achieve monthly quarterly and annual sales targets

• Ensure profitable growth through effective planning and execution

Key Account & Channel Management

• Manage National & Regional Modern Trade chains (Reliance D-Mart More Spencer’s etc.)

• Strengthen distributor operations for MT channels

• Negotiate and execute commercials promotions visibility and JBP commitments

Market Execution & Process

• Ensure on-shelf availability planogram adherence and promo execution

• Drive visibility norms in-store branding and NPD launches

• Monitor stock health ageing and replenishment cycles

Team Leadership

• Lead coach and develop Sales Officers / MT executives

• Review productivity beat effectiveness and execution quality

• Drive performance through regular reviews and market visits

Business Development & Brand Execution

• Expand footprint of Complan & Glucon-D in Modern Trade

• Identify opportunities for assortment expansion and premiumization

• Collaborate with Marketing and Trade Marketing teams for campaign rollout

Reporting & Administration

• Prepare sales forecasts visibility plans and account-wise business plans

• Track ROI on schemes promotions and visibility spends

• Ensure accurate reporting through SFA and internal systems

Key Stakeholders

• Zonal Sales Manager / Branch Head

• Modern Trade Key Account Team

• Sales Officers

• Distributors & Channel Partners

• Trade Marketing & Supply Chain

• HR Business Partner

Educational Qualification

• Graduate (MBA preferred)

Experience & Skill Requirements

• 4–7 years of experience in Modern Trade sales within FMCG

• Strong exposure to Food / Beverage / Nutrition / OTC categories

• Hands-on experience in key account handling & distributor management

• Strong understanding of SFA ROI tracking and commercial negotiations

• Proven people management and cross-functional coordination skills

• Good communication skills in English and regional language

Behavioral Competencies

• Strong negotiation and relationship-building capability

• Result-oriented with high ownership mindset

• Analytical data-driven and execution-focused

• Effective team leader with coaching skills

• Strong planning communication and presentation abilities