PURPOSE ​

To Manage and develop trade channels by driving sales performance, enhancing distributor relationships, and executing retail strategies to maximize market penetration and revenue growth.

THE JOB​

• Achieve sales volume targets by developing and implementing market expansion strategies.
• Oversee and manage multiple Key Distributors (KDs) to ensure efficient trade development.
• Lead direct-to-retail redistribution by coordinating van sales and open market sales teams.
• Enforce Standard Operating Procedures (SOPs) for route planning and ensure effective use of sales automation tools.
• Expand territory coverage by establishing and optimizing sub-distributor networks.
• Coach and mentor sales teams, enhancing their capabilities to drive revenue growth.
• Ensure trade execution excellence by building strong relationships with retailers and distributors.
• Monitor sales performance through periodic reviews, identifying areas for improvement and implementing corrective actions.

THE PERSON MUST HAVE​

• Strong sales and business development acumen with a proven ability to meet and exceed volume and market share targets.
• Effective communication and negotiation skills to build and sustain productive relationships with Key Distributors (KDs), retailers, and sales teams.
• Team leadership capability with experience in coaching, mentoring, and motivating field sales and van teams to deliver top performance.
• Good knowledge of route-to-market (RTM) strategies and distributor network optimization to drive territory expansion.
• Proficiency in Microsoft Excel or Google Sheets and familiarity with CRM or sales automation platforms.

QUALIFICATIONS​

• Bachelor's degree in business, Sales, or a related field.

EXPERIENCE​

• Minimum of 5 years of sales experience in FMCG, preferably in redistribution sales.
• Expertise in managing large Key Distributor networks will be an added advantage.