Growth Manager Modern Trade

Job Description – Growth Manager Modern Trade

Location: Mumbai

Experience: 4–8 Years

About the Role

We are looking for a proactive and analytical Growth Manager Modern Trade to manage and grow relationships with key modern trade accounts. The ideal candidate will have experience in FMCG/D2C brands, strong account management capabilities, excellent negotiation skills, and a data-driven approach to driving business growth. This role requires someone who is process-oriented, commercially sound, and capable of collaborating with cross-functional teams to achieve sales objectives.

Key Responsibilities

● Manage end-to-end relationships with key Modern Trade accounts to drive sales, visibility, and business growth.

● Build and maintain strong relationships with buyers and category managers across modern trade partners.

● Develop joint business plans (JBPs) with key accounts and ensure timely execution of agreed initiatives.

● Monitor sales performance, secondary sales, stock availability, and forecast demand to achieve business targets.

● Analyze sales data, market trends, account performance, and shopper insights to identify growth opportunities.

● Track KPIs including sell-in, sell-out, inventory, promotions, and return on investment (ROI) of trade activities.

● Plan and execute promotional activities, product launches, visibility campaigns, and merchandising initiatives in coordination with internal teams.

● Negotiate commercial terms, promotional calendars, listing opportunities, and trade investments with key accounts.

● Coordinate closely with Supply Chain, Finance, Marketing, and Demand Planning teams to ensure seamless execution and account servicing.

● Ensure timely resolution of customer issues related to orders, replenishment, claims, deductions, and payments.

● Maintain accurate sales forecasts, account plans, and business reports while ensuring adherence to internal processes and compliance.

● Identify opportunities for range expansion, distribution improvement, and revenue growth across existing accounts.

Required Skills & Competencies

● Strong Key Account Management and relationship-building skills.

● Excellent negotiation and influencing abilities.

● Strong analytical mindset with the ability to interpret sales data and generate actionable insights.

● Proficiency in Microsoft Excel (Pivot Tables, VLOOKUP/XLOOKUP, Power Query preferred) and PowerPoint.

● Experience working with sales dashboards and business reporting tools.

● Strong process orientation with attention to detail.

● Excellent communication and stakeholder management skills.

● Ability to manage multiple accounts and priorities in a fast-paced environment.

● Commercial acumen with a solution-oriented approach.

Preferred Qualifications

● MBA in Marketing, Sales, or Business Management (Preferred).

● 4-8 years of experience in Modern Trade/Key Account Management.

● Experience in FMCG, Personal Care, Beauty, Consumer Goods, Pharma or D2C brands.

● Hands-on experience managing large modern trade retailers such as DMart, Reliance Retail, HyperCity, Spencer's, Star Bazaar, Nature's Basket, or Health & Glow.

● Experience in business planning, promotional planning, trade marketing execution, and sales forecasting.

What We're Looking For

● Customer-centric and relationship-driven professional.

● Data-driven decision maker with strong business acumen.

● Self-starter who takes ownership and delivers results.

● Strong collaborator who can work effectively across Sales, Marketing, Supply Chain, and Finance.

● Highly organized with a process-oriented mindset and execution excellence.