GT/MT Sales Head

Company Overview

Company details are not specified.

Job Summary

We are looking for an experienced and results-oriented GT/MT Sales Head to lead sales operations for fresh and perishable FMCG products across General Trade (GT) and Modern Trade (MT) channels. This role encompasses driving revenue growth, expanding market presence, managing key retail relationships, and ensuring efficient distribution for highly time-sensitive product categories.

Responsibilities

• Sales & Business Growth: Develop and execute GT & MT sales strategies to achieve revenue and market share targets; drive primary and secondary sales growth across regions and channels; identify new business opportunities, distributor expansion, and channel penetration strategies; build strong relationships with key accounts, retail chains, distributors, and wholesalers.

• Modern Trade Management: Handle partnerships with modern trade chains such as Reliance Retail, DMart, Spencer’s, Star Bazaar, Nature’s Basket, etc.; negotiate commercial agreements, listings, promotions, visibility, and trade margins; plan and execute in-store activations and promotional campaigns.

• General Trade Management: Strengthen distributor network and retailer relationships; ensure product availability, visibility, and distribution reach in assigned territories; monitor sales performance and drive execution excellence through field teams.

• Team Leadership: Lead, mentor, and manage regional sales managers, Assistant Sales Managers (ASMs), and sales executives; set KPIs, monitor performance, and drive productivity across the sales team; build a high-performance sales culture.

• Supply Chain & Inventory Coordination: Coordinate closely with supply chain and operations teams to manage freshness, wastage, and inventory rotation; ensure efficient stock movement and minimize expiry/wastage in perishable categories.

• Market & Competition Analysis: Track competitor activities, pricing, and market trends; generate actionable insights for product positioning and expansion strategies.

• Reporting & Forecasting: Prepare sales forecasts, Management Information System (MIS) reports, channel performance analysis, and business reviews; drive data-based decision-making and sales planning.

Qualifications

• 8 – 15 years of experience in FMCG sales with strong exposure to fresh/perishable categories.
• Experience handling both General Trade (GT) and Modern Trade (MT) channels.
• Strong network within the FMCG retail and distribution ecosystem.
• Prior experience in categories such as dairy, bakery, frozen foods, fruits & vegetables, meat, seafood, beverages, or fresh foods preferred.
• Strong negotiation, team management, and business development skills.
• Ability to work in a fast-paced, high-growth environment.

Preferred Skills

• Knowledge of market dynamics and customer needs within the FMCG sector.
• Expertise in setting and tracking sales KPIs.
• Experience in data analysis and reporting tools.

Experience

• Minimum of 8 years of relevant experience in FMCG sales, particularly in fresh and perishable categories.

Environment

• Typical work involves collaboration with various internal teams and external partners in a fast-paced, high-growth environment.

Salary

Salary details are not specified.

Growth Opportunities

Career advancement opportunities within the company are not specified.

Benefits

Benefits offered are not specified.