Sales Executive – Modern Trade (FMCG)

Role Overview

The Sales Executive – Modern Trade is responsible for driving revenue growth and brand visibility across key modern trade accounts such as supermarkets, hypermarkets, and organized retail chains. This role involves managing relationships with store managers and buyers, executing promotional strategies, ensuring product availability, and maintaining merchandising standards. The executive acts as a bridge between the company and our retail partners, ensuring smooth operations and compliance with trade policies. Success in this role requires strong negotiation skills, data-driven decision-making, and a deep understanding of FMCG retail dynamics.

Key Responsibilities

Key Account Management : Build and maintain strong relationships with modern trade chains (e.g., Reliance, DMart, Metro) to drive consistent business growth.

Sales Target Achievement : Execute sales strategies to meet and exceed monthly, quarterly, and annual revenue goals across assigned outlets.

Promotions & Merchandising : Ensure flawless in-store execution of promotional campaigns, planogram compliance, and visibility enhancement through POS materials.

Order & Inventory Management : Monitor stock levels, coordinate timely order placement with distributors, and ensure 100% product availability to prevent stock-outs.

Market Intelligence : Track and report on competitor activities, pricing, and promotions to inform strategic decisions and maintain a competitive edge.

Data Reporting & Analysis : Submit accurate and timely daily / weekly sales reports, analyze outlet performance metrics, and provide feedback on promotional effectiveness.

Distributor Coordination : Work closely with distributors for billing, delivery, and resolving trade-related issues to ensure a smooth supply chain.

Cross-Functional Collaboration : Liaise with marketing, supply chain, and finance teams to align trade execution with broader business goals.

Required Qualifications & Skills

Experience : Minimum 2-4 years of sales experience within the FMCG sector, with at least 1-2 years focused on Modern Trade accounts.

Education : Bachelor’s degree in Business, Marketing, or a related field. An MBA is a plus.

Skills :

Proven track record of achieving sales targets.

Strong negotiation, communication, and relationship-building abilities.

Proficient in MS Office (especially Excel for reporting and analysis).

Familiarity with sales management software or CRM tools.

Analytical mindset with the ability to interpret sales data and market trends.

Ability to work independently and collaboratively in a fast-paced environment.