Modern Trade Executive

Job Title: Modern Trade Executive – Regular Stores

Location: Pune

Reporting To: Key Account Manager / Regional Sales Manager

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Role Objective

To manage and grow business across modern trade chains (non-key accounts / regular stores) by ensuring strong execution, visibility, and profitable sales growth.

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Key Responsibilities

1. Sales & Revenue Growth

• Achieve monthly / quarterly sales targets for assigned modern trade outlets.

• Drive secondary sales through store-level execution.

• Ensure optimal SKU mix (bulk vs retail packs depending on format).

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2. Store Execution Excellence

• Ensure product availability (zero stock-outs) across all assigned stores.

• Maintain planogram compliance & shelf visibility.

• Execute in-store promotions, displays, and activations.

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3. Relationship Management

• Build strong working relationships with:

o Store managers

o Category buyers (at store level)

• Act as the first point of contact for operational issues.

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4. Order & Inventory Management

• Take and process store orders regularly.

• Monitor stock levels, expiry, and rotation (FIFO).

• Coordinate with Backend Office / warehouse for timely replenishment.

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5. Promotions & Schemes Execution

• Implement company-driven schemes (discounts, bundles, etc.).

• Track scheme effectiveness and offtake.

• Ensure correct billing and claim documentation.

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6. Market Intelligence

• Track competitor:

o Pricing

o Promotions

o Shelf presence

• Share insights with sales and marketing teams

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7. Reporting & MIS

• Daily reporting of:

o Sales

o Stock position

o Store visits

• Maintain accurate P/L understanding at store level (basic margin awareness).

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Key Accounts Handled (Examples)

• Regular outlets of chains like:

o Reliance Retail

o DMart & Others

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Required Qualifications

• Graduate (MBA preferred but not mandatory).

• 1–4 years of experience in FMCG / Food / Staples / Edible Oil.

• Experience in modern trade store handling is preferred.

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Skills Required

• Strong execution & follow-up ability.

• Basic commercial understanding (pricing, margins).

• Good communication & negotiation skills.

• Data-driven thinking (Excel + reporting discipline).

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Working Conditions

• Extensive field work across Pune stores.

• Must have 2-Wheeler for Travelling.

• Travel within zones (Pune / PCMC / Suburbs).

• Weekend work may be required (retail peak days).

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Compensation Structure (Indicative)

• Fixed Salary.

• Monthly Sales Incentives.

• Travel Allowance (TA/DA).

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What Success Looks Like in This Role

• Your stores never go out of stock

• Your brand gets better shelf space than competitors

• Buyers trust you for smooth operations

Key Performance Indicators (KPIs)

• Sales vs Target (%)

• On-shelf availability (%)

• Numeric & weighted distribution

• Secondary sales growth

• Display / visibility score

• Expiry & damage control