India Sales Lead - Offline (MT and Pharmacy Retail)

Position Summary : The Sales Lead India – Offline (MT and Pharmacy Retail) is responsible for driving revenue growth, category expansion, and trade marketing strategy within key modern trade accounts. This role focuses on sales planning, trade promotions, purchase order (PO) management, demand forecasting, competitive analysis, and distributor coordination to maximize profitability and market share. The Sales Lead India – Offline (MT and Pharmacy Retail) will also be responsible for strategic planning of trade investments, ensuring optimal promotion execution, stock cover management, and market intelligence reporting. Additionally, the role will involve maintaining a deep understanding of competitor activities, category trends, and pricing strategies to refine the company's go-to-market approach. Key Responsibilities 1. Sales & Business Development

• Achieve and exceed monthly and annual sales targets for modern trade accounts.
• Develop and implement a modern trade growth strategy that aligns with company objectives.
• Ensure SKU availability and stock cover alignment at all key modern trade retailers.
• Build and maintain strong relationships with category managers, buyers, and decision-makers in major retail chains along with Brand POC.
• Drive joint business planning (JBP) discussions with retail partners to ensure mutually beneficial sales growth.
• Influence customer PO planning based on secondary/tertiary sales trends and inventory levels.

2. Trade Promotion Planning & Investment Strategy

• Plan and execute brand funded promotions across key modern trade accounts, ensuring visibility and brand growth.
• Analyse ROI of trade promotions to ensure the most effective allocation of trade investments.
• Develop and manage a trade spend budget keeping brand in loop, ensuring alignment with expected revenue growth.
• Coordinate with trade marketing and category teams/Brand to create impactful promotional campaigns.
• Negotiate and secure visibility agreements, promotional slots, and in-store activations.
• Optimize pricing strategies and discount structures to balance profitability, price parity and competitiveness.

3. Competitive Analysis & Market Intelligence

• Track competitor pricing, promotional strategies, and new product launches in modern trade.
• Share regular market intelligence reports with leadership to adjust strategies proactively.
• Conduct category performance benchmarking against key competitors.
• Identify opportunities for new product placements and exclusive modern trade partnerships.
• Work with brand team to adjust messaging and promotional plans based on competitor activities.

4. PO Management & Inventory Optimization

• Ensure timely PO placement from retail partners in alignment with stock cover requirements.
• Maintain Aligned inventory cover across distributors and warehouses while preventing stock-outs or overstocking.
• Ensure no SKU exceeds 90 days of cover or falls below aligned days of cover at a regional level.
• Collaborate with supply chain teams to ensure regional inventory balance across all warehouses (Gurgaon, Bhiwandi, Bangalore, Kolkata).
• Optimize stock replenishment to maintain high On-Time In-Full (OTIF) delivery rates.

5. Key Account & Relationship Management

• Serve as the primary point of contact for modern trade partners, handling escalations and negotiations.
• Ensure excellent customer service levels by optimizing order fulfilment and minimizing stockouts.
• Conduct quarterly business reviews (QBRs) with key retailers to discuss performance and growth plans.
• Negotiate trade terms, listing fees, and category expansion opportunities with key accounts.

6. Sales Analytics & Performance Tracking

• Track and analyse primary, secondary, and tertiary sales to drive data-driven decision-making.
• Leverage sell-out data and retailer POS insights to refine forecasting and inventory planning.
• Monitor fill rates and OTIF performance to maintain operational excellence.
• Use BI dashboards and sales analytics tools to report performance trends and identify growth areas.

7. Team Leadership & Cross-Functional Collaboration

• Lead a team of regional sales managers, key account executives, and distributor managers.
• Collaborate with trade marketing, supply chain, finance, and operations teams to execute business strategies.
• Train and mentor team members on sales strategy, negotiation, and data-driven decision-making.

Key Performance Indicators (KPIs)

1. Sales Revenue & Growth: Achieve monthly and annual sales targets for modern trade.
2. Trade Promotion ROI: Optimize promotional investments to ensure ROI targets are met.
3. Competitive Benchmarking: Ensure real-time reporting and quarterly strategy adjustments based on competitor analysis.
4. Purchase Order (PO) Fulfilment: Achieve 95%+ PO fulfilment targets based on tertiary sales and stock planning.
5. Inventory Management: Maintain a 30-day stock cover while ensuring no SKU exceeds 60 days or falls below 15 days.
6. Regional Stock Balance: Maintain ≥ 90% availability across all customer warehouses.
7. On-Time In-Full (OTIF) Performance: Maintain an OTIF adherence rate of 98%+.
8. Customer Satisfaction Score: Ensure a 90%+ satisfaction rating from modern trade partners.
9. Trade Spend Efficiency: Optimize promotional spending to maximize sales without eroding margins.
10. Team Performance & Leadership: Improve sales team effectiveness in negotiation, forecasting, and key account management.

Required Knowledge, Skills & Attitude Knowledge

• Modern Trade Sales & Negotiations: Expertise in managing key accounts, contract negotiations, and retailer engagement.
• Trade Promotions & Investment Planning: Strong understanding of discounting strategies, ROI measurement, and trade marketing.
• Competitor & Market Analysis: Ability to track competitor actions and derive actionable insights.
• Distributor & Supply Chain Management: Knowledge of inventory planning, OTIF, and regional stock distribution.
• Financial & Budgeting Acumen: Familiarity with P&L management, sales forecasting, and trade spend allocation.

Skills

• Strategic Sales Planning: Ability to design and execute business growth strategies in modern trade.
• Data-Driven Decision-Making: Expertise in analysing sales reports, market trends, and POS data.
• Customer Influence & Relationship Management: Strong ability to negotiate and maintain key retailer partnerships.
• Leadership & Team Management: Proven track record in leading sales teams and mentoring future leaders.
• Problem-Solving & Issue Resolution: Skilled in resolving fulfilment issues, stock imbalances, and pricing disputes.

Attitude

• Ownership & Accountability: Takes full responsibility for sales performance, promotions, and competitive positioning.
• Proactive & Results-Oriented: Drives initiatives to improve sales, market share, and profitability.
• Detail-Oriented & Process-Driven: Ensures meticulous execution of promotional planning and inventory management.
• Adaptability & Resilience: Handles fast-changing retail environments and thrives in a dynamic sales landscape.

Preferred Qualifications & Experience

• Education: MBA or Bachelor's degree in Business, Sales, Marketing, or a related field.
• Experience: 8-12 years of experience in modern trade sales, key account management, or B2B distribution.
• Relationships: Existing flourishing relationships with key offline Modern Trade players
• Industry Preference: FMCG, Consumer Goods, Retail, or B2B Distribution.
• Technical Skills: Proficiency in Excel, ERP systems, CRM tools, and sales analytics platforms.

Why Join Us?· Opportunity to work with one of India’s large and fast-growing ecommerce sales and distribution companies · Dynamic and growth-oriented work environment · Career advancement in a fast-growing Online and Offline business ecosystem