We are looking for a dynamic and strategic professional to lead our Modern Trade channel in the mattress and sleep solutions industry. As the Business Lead – Modern Trade, you will be responsible for driving business through large-format retail chains, organized trade partners, and emerging omnichannel formats. This role requires a combination of strategic thinking, account management, and operational execution to drive visibility, availability, and revenue.
Key Responsibilities:
1. Channel Strategy & Growth
- Develop and execute the modern trade strategy aligned with business objectives.
- Identify new retail partnerships across large-format stores (e.g., Home Centre, Pepperfry, IKEA, etc.) and drive market expansion.
- Lead product placement, assortment planning, and category growth within modern retail.
2. Key Account Management
- Build and maintain relationships with category buyers and decision-makers at key accounts.
- Lead annual negotiations on margins, pricing, payment terms, and marketing support.
- Create joint business plans (JBPs) and drive their execution with retail partners.
3. Retail Operations & Merchandising
- Ensure planogram compliance, in-store branding, and deployment of promotional campaigns.
- Work with retail partners to enhance consumer experience through staff training, visual merchandising, and product trials.
- Track footfall-to-conversion metrics and work on improving store-level productivity.
4. Cross-functional Collaboration
- Liaise with supply chain, marketing, and product teams to ensure stock availability, promotional readiness, and timely product launches.
- Partner with finance and commercial teams for budgeting, claims, and reconciliation.
5. Team Management
- Lead a team of Key Account Managers and Regional Business Development Executives.
- Monitor performance, coach team members, and ensure timely reporting and feedback loops.
Qualifications:
- Education: MBA in Sales, Marketing, or Retail Management from a reputed institute.
- Experience: 8–12 years of experience in sales, with minimum 3–5 years in Modern Trade channel within FMCD/Furnishing/Home Décor or allied sectors. Relaxation on experience if the candidate is from a high pedigree institute.
- Experience with high-ticket durable consumer products preferred (mattresses, furniture, appliances, etc.).
Key Skills:
- Excellent knowledge of modern retail formats (LFRs, specialty stores, e-commerce-led offline retail, Local Retail Chains).
- Strong negotiation and interpersonal skills.
- Analytical mindset with ability to drive data-backed decision-making.
- Proficient in MS Office, sales dashboards, and CRM tools
