Head - Modern Trade - OTC pharma (15-20 yrs)

The Head of Modern Trade will be responsible for driving revenue growth, profitability, and market share in the modern trade channel. This role requires strategic planning, key account management, trade marketing execution, and cross-functional collaboration to optimize sales performance across national and regional modern trade accounts.

Key Responsibilities:

1. Business Development & Strategy

- Develop and execute modern trade sales strategies to achieve revenue and market share goals.

- Identify new business opportunities and drive strategic partnerships with key retail chains.

- Ensure penetration of new products and SKU expansion within existing accounts.

2. Key Account Management

- Manage relationships with major modern trade accounts (Reliance Retail, D-Mart, Big Bazaar, Apollo Pharmacy, etc.).

- Negotiate annual business plans, promotions, and strategic tie-ups with retailers.

- Conduct Monthly/Quarterly Business Reviews to optimize sales and category performance.

3. Sales & Performance Management

- Monitor sales trends, sell-in/sell-out data, and ensure optimal inventory levels.

- Drive operational efficiency and ensure compliance with business agreements and SOPs.

- Work closely with distributors and field sales teams to streamline fulfilment and supply chain.

4. Trade Marketing & Promotions

- Plan and execute trade promotions, in-store activations, and visibility programs.

- Optimize trade spends and measure ROI on promotional activities.

- Ensure effective merchandising and branding execution across retail outlets.

5. Financial & Operational Management

- Negotiate favourable trading and logistic contracts with retail chains.

- Manage account receivables and resolve outstanding debts.

- Address customer trade issues, complaints, and operational challenges.

6. Cross-Functional Collaboration

- Work closely with marketing, supply chain, and finance teams to align business goals.

- Coordinate with field teams and merchandising partners to ensure execution excellence.

Qualifications & Skill Set:

- Education: MBA/PGDM in Sales, Marketing.

Skills:

- Strong negotiation and relationship management skills.

- Expertise in key account management, category management, and trade marketing.

- Highly analytical with a data-driven approach to decision-making.

- Strong leadership abilities to manage and mentor teams across geographies.

Best-Fit Behavioural Traits:

- Strategic thinker with a hands-on execution mindset.

- Excellent relationship-building and negotiation skills.

- Self-motivated, goal-oriented, and thrives in a fast-paced environment.

- Strong leadership and cross-functional collaboration skills.