Sales Manager - MT, GT and Q Commerce

Role & responsibilities

Industry: FMCG Food & Beverages
Location: Mumbai
Experience: 10-15 Years
Reporting To: Director/ CEO

Responsible for driving sales growth, market expansion, distribution, key account management, and profitability across Modern Trade, General Trade, and Quick Commerce channels in India.

Key Responsibilities

1. Sales Strategy & Business Growth

• Develop and execute channel-wise sales plans to achieve revenue, volume, gross margin, and profitability targets.
• Identify new markets, business opportunities, and customer segments to expand market share.
• Monitor sales performance and implement corrective actions to achieve business objectives.

2. Modern Trade (MT)

• Manage key accounts such as Reliance Retail, Spencers, and other organised retail chains.
• Negotiate pricing, listing fees, promotional schemes, visibility, and annual business plans.
• Drive product availability, shelf visibility, assortment expansion, and account-level profitability.
• Monitor trade spends, promotional effectiveness, and payment collections.

3. General Trade (GT)

• Expand distributor, super-stockist, wholesaler, and retailer networks across assigned territories.
• Drive primary and secondary sales, outlet coverage, numeric distribution, and product penetration.
• Improve distributor productivity, sales team efficiency, stock rotation, and market execution.
• Ensure distributor profitability, timely collections, and consistent product availability.

4. Quick Commerce (Q-Commerce)

• Manage platform relationships with Blinkit, Zepto, Swiggy Instamart, and other relevant platforms.
• Drive product listings, assortment, availability, visibility, and platform-specific sales growth.
• Optimize platform promotions, advertising spends, discounts, and commissions.
• Monitor inventory, sales velocity, fulfilment performance, and platform-wise contribution margins.

5. Profitability & Trade Spend Management

• Monitor channel-wise and customer-wise gross margins, trade spends, discounts, and commercial expenses.
• Improve net contribution through pricing optimization, product mix, cost control, and effective negotiations.
• Evaluate promotional ROI and ensure trade investments generate incremental sales and profitability.
• Review channel performance regularly and implement plans to improve margins and reduce inefficiencies.

6. Team Leadership & Business Planning

• Lead and develop sales teams, key account managers, and distributor sales personnel.
• Prepare sales forecasts, budgets, and monthly business reviews.
• Coordinate with marketing, finance, and supply chain teams to ensure effective execution.
• Track KPIs, inventory, sales returns, and collections to maintain business discipline.

Key Performance Indicators (KPIs)

• Revenue growth and sales target achievement
• Gross margin and channel-wise profitability
• Primary and secondary sales growth
• Distribution expansion and outlet productivity
• Trade spend ROI and promotional effectiveness
• Q-Commerce platform performance
• Inventory availability and forecast accuracy
• Collection efficiency and overdue control

Qualifications & Experience

• Graduate in Business, Commerce, or Marketing; MBA preferred.
• 10–15 years of FMCG sales experience, preferably in Food & Beverages.
• Strong experience managing Modern Trade, General Trade, and Quick Commerce channels.
• Proven expertise in key account management, distribution expansion, commercial negotiations, and team leadership.
• Strong financial acumen with experience in channel profitability, trade spend optimisation, and business planning.