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Job Description
Sales Manager, Supermarkets (Modern Trade)1. Role Purpose
Drive profitable growth in the Supermarket channel through sales delivery, customer and distribution expansion, power brand growth, effective in-store execution and strong commercial governance.
2. Key Responsibilities
Business Growth & Profitability
- Achieve offline sales, topline and profitability targets for the Supermarket channel.
- Drive growth of power brands, new product developments (NPDs) and strategic categories.
- Identify incremental business opportunities across existing and new accounts.
Customer & Distribution Development
- Strengthen relationships with existing retail chains and onboard new accounts across markets.
- Expand distribution, product listings, store coverage and presence in new towns.
- Develop account-level plans to drive sustainable growth and improve market penetration.
Go-to-Market & Execution
- Drive offline go-to-market initiatives, promoter productivity, store-level sales and product visibility.
- Execute retail activations, loyalty programmes and new product launches.
- Improve in-store execution and sales conversion through regular performance reviews.
Commercial Governance
- Ensure timely submission, processing and reconciliation of distributor and modern trade claims.
- Monitor claims outstanding, ROB and utilisation of commercial provisions within approved budgets.
- Coordinate with Finance, Marketing, Supply Chain, BTM and Sales & Distribution teams to resolve business issues.
Team & Performance Management
- Lead and develop the team to achieve business, distribution and productivity targets.
- Review performance, identify gaps and drive corrective actions.
- Build team capability and ensure retention of key talent.
3. Key Performance Indicators (KPIs)
- Offline sales and profitability / EBITDA achievement.
- Power brand growth and NPD sales.
- Distribution expansion, new listings, stores and account acquisition.
- Promoter productivity and store sales.
- Customer loyalty programme and activation targets.
- Claims reconciliation, commercial budget adherence and ROB.
- Team performance and key talent retention.
4. Key Stakeholders
Internal: Sales, Marketing, BTM, Finance, Supply Chain, Sales Operations and HR.
External: Modern Trade / Supermarket Chains, Retail Accounts, Distributors and Promoters.
5. Qualifications & Experience
- Graduate in any discipline; MBA / PGDM in Sales or Marketing preferred.
- Relevant experience in FMCG / Consumer Healthcare sales, preferably in Modern Trade.
- Experience in key account management, distribution expansion, commercial negotiations and team management.
6. Key Competencies
- Business and commercial acumen
- Customer relationship management
- Sales planning and execution
- Analytical and problem-solving skills
- Team leadership and collaboration
- Ownership and execution excellence
Skills Required
- Graduate degree in any discipline
- Relevant experience in FMCG or consumer healthcare sales
- Experience in modern trade
- Experience in key account management
- Experience in distribution expansion
- Experience in commercial negotiations
- Experience in team management
- MBA or PGDM in Sales or Marketing
What We Do
Piramal Pharma Limited is a global pharmaceutical company that provides end-to-end drug development and manufacturing services (CDMO), complex hospital generics, and consumer healthcare products.
