Job Title: Area Sales Manager – Modern Trade
Job Type: Permanent, Full-time
Function: Sales
Business: Godrej Consumer Products Limited
Location: Delhi, India
About Godrej Industries Group (GIG)
At the Godrej Industries Group, we are privileged to serve over 1.1 billion consumers globally through our businesses with market leadership positions in the consumer products, real estate, agriculture, financial services and chemicals industries.
https://www.godrejindustries.com/
About Godrej Consumer Products Limited (GCPL)
Godrej Consumer Products is a leading emerging markets company. As part of the over 125-year young Godrej Group, we are fortunate to have a proud legacy built on the strong values of trust, integrity and respect for others. At the same time, we are growing fast and have exciting, ambitious aspirations.
https://www.godrejcp.com/
About the role
The Area Sales Manager – Modern Trade plays a pivotal role in driving GCPL’s growth and presence within the Modern Trade channel at a regional level. This role is responsible for executing sales strategies, delivering channel plans, and ensuring excellence in in-store execution across modern trade accounts.
You will act as the key customer interface for GCPL in the region, managing relationships with key modern trade partners and distributors. Your responsibilities include ensuring visibility and availability of GCPL products, maintaining merchandising standards, driving field force effectiveness, and meeting revenue and growth objectives.
As a regional leader, you will lead and mentor a team, collaborate cross-functionally, and represent the GCPL brand in the marketplace. The role calls for strong business acumen, relationship-building capabilities and a hands-on approach to execution.
Key Responsibilities
Key Account Management
- Establish productive, win-win relationships with category, supply chain, and commercial teams of regional and national chains across retail, cash and carry, pharma and beauty formats
- Develop monthly, quarterly, and yearly business plans and activation calendar with chains at the regional level in collaboration with KAM and CMM teams
- Explore opportunities/additional events for collaboration with key accounts
- Review business performance monthly and ensure hygiene on fill rates and commercials
- Drive business for E- B2B portfolio as a Key Account Manager
Create and execute growth plans
- Firm up the sales development plan to drive month and quarter priorities of the channel/region
- Detailed data analysis of Nielsen, Internal Sales, Customer Offtake and activation to understand the gap and opportunities and build plans based on that
- Identify trends from the data, quantify ‘sources of growth’, correlate business growth with market intelligence and make SMART plans
- Utilise trade marketing inputs effectively for the highest sales returns
- Competition understanding through customer discussions and field visits
- Bring out opportunities and gaps for the larger team (especially KAM) to work upon
Flawless execution
- Order fulfilment, delivering healthy fill rates to customers, and ensuring listed assortment presence in stores
- Responsible to ensure the execution of merchandising KPIs, e.g. attendance, beat adherence, share of shelf (SOS), availability, promo execution, asset execution and management etc.
- Manage stock level planning and sales forecast for the area at a monthly level
- Drive process initiatives like ‘EDGE (excellence in driving GCPL execution) score’ to take in-store execution to the next level
- Work closely with KAM, CMM and the Supply chain to understand the channel priorities on new launches/channel-specific plan
- Robust plan to roll out GTM (go to market) strategy, superlative execution in terms of distribution and basic field efficiencies
Commercial Management
- Ensure commercial adherence in promo execution from distributors and pricing check at store
- Claim management from distributor to commercial team; and system through portal
- Review and Reporting: Collate data and prepare reports to track various parameters, e.g. Sales Efficiency, Sales Achievement and discuss with the Team
Build and lead a strong and capable team
- Coach and inspire front-line sales team to execute market plans, implement growth agenda, achieve stretch goals and drive best-in-class in-store execution
- Optimise promoter allocation to drive higher efficiency and ROI
Who are we looking for?
Education:
- Full-time Graduates/Post-Graduation in Sales and Marketing
Experience:
- 2-3 years of experience as an Area Sales Manager or equivalent in FMCG or allied sectors
- Experience of leading a team and influencing senior leadership
Skills:
- Excellent interpersonal skills, including influencing, negotiation and communication skills to manage effective stakeholder relationships across teams; high on energy and driven
- Proven track record of strong execution, systematic planning, commercial acumen and critical thinking
What’s in it for you?
Be an equal parent
Childcare benefits for the birthing parent, commissioning parent (in case of surrogacy) or adoptive parent, and their partners
- 6 months of paid leave for primary caregivers, flexible work options on return for primary caregivers
- 2 months paid leave for secondary caregivers
- Caregiver travel for primary caregivers to bring a caregiver and children under a year old, on work travel
Coverage for childbirth and fertility treatment
No place for discrimination at Godrej
Gender-neutral anti-harassment policy
Same sex partner benefits at par with married spouses
Coverage for gender reassignment surgery and hormone replacement therapy
Community partnerships and advocacy
Persons with Disability (PwD) care
We are selfish about your wellness
Comprehensive health insurance plans, as well as accident coverage for you and your family, with top-up options
Elder care for those who might need to extend support to senior family members
Preventative healthcare support
Outpatient Department (OPD) coverage, including vaccinations, dental, vision, etc.
Uncapped sick leave
Flexible work options, including remote working and part-time work
Mental wellness and self-care programmes, resources and counselling
Celebrating wins, the Godrej Way
Structured recognition platforms for individual, team and business-level achievements
Digital and offline instant recognition platforms.
https://www.godrejcareers.com/benefits/
An inclusive Godrej
Before you go, there is something important we want to highlight. There is no place for discrimination at Godrej. Diversity is the philosophy of who we are as a company. And has been for over a century. It’s not just in our DNA and nice to do. Being more diverse – especially having our team members reflect the diversity of our businesses and communities – helps us innovate better and grow faster. We hope this resonates with you.
We take pride in being an equal opportunities employer. We recognise merit and encourage diversity. We do not tolerate any form of discrimination on the basis of nationality, race, colour, religion, caste, gender identity or expression, sexual orientation, disability, age, or marital status and ensure equal opportunities for all our team members.
If this sounds like a role for you, apply now!
We look forward to meeting you.