Associate Manager - Modern Trade

Marico; Mumbai; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Marico in Mumbai is seeking a result-driven Modern Trade professional to own end-to-end MT business, with strong focus on HoReCa. You will drive topline growth, profitability, and overall channel performance, while leading commercial negotiations with national and regional chains.

You will collaborate with distributors, regional teams, and cross-functional partners to expand MT presence across India, ensure strong execution of availability, visibility, and sell-out, and build scalable systems

Qualifications

• 3-6 years of experience in Modern Trade/Key Accounts within beauty/personal care/skin care industry.
• Strong experience in managing national key accounts and scaling MT business across regions.
• MBA or equivalent postgraduate qualification.

Responsibilities

• Own the Modern Trade business end-to-end, expertise in HoReCa.
• Drive topline growth, profitability, and overall channel performance.
• Manage and grow relationships with national and regional chains such as Reliance, D-Mart, Wellness, and others.
• Lead commercial negotiations including margins, promotions, visibility, JBPs, and trade spends.
• Drive expansion into new accounts, regions, and store networks across India.
• Ensure strong execution across availability, visibility, secondary sales, and sell-out.
• Work closely with distributors, regional teams, and external partners to drive execution excellence.
• Track key business metrics including sales, fill rates, stock-outs, promo ROI, returns, and credit cycles.
• Partner cross-functionally with supply chain, finance, marketing, and operations teams.
• Drive range expansion, NPD launches, and store-level execution initiatives.
• Build scalable systems, reporting structures, and execution processes for the MT business.
• Lead teams with strong accountability and execution discipline.
• Stay closely connected to market realities through regular travel and on-ground involvement.

Skills

Modern Trade

Key Accounts Management

Negotiation Skills

Education

MBA

Job description

Role & responsibilities

• Own the Modern Trade business end-to-end, Expertise in HoReCa
• Drive topline growth, profitability, and overall channel performance
• Manage and grow relationships with national and regional chains such as Reliance, D-Mart, Wellness, and others
• Lead commercial negotiations including margins, promotions, visibility, JBPs, and trade spends
• Drive expansion into new accounts, regions, and store networks across India
• Ensure strong execution across availability, visibility, secondary sales, and sell-out
• Work closely with distributors, regional teams, and external partners to drive execution excellence
• Track key business metrics including sales, fill rates, stock-outs, promo ROI, returns, and credit cycles
• Partner cross-functionally with supply chain, finance, marketing, and operations teams
• Drive range expansion, NPD launches, and store-level execution initiatives
• Build scalable systems, reporting structures, and execution processes for the MT business
• Lead teams with strong accountability and execution discipline
• Stay closely connected to market realities through regular travel and on-ground involvement

Preferred candidate profile

• 3-6 years of experience in Modern Trade/ Key Accounts within beauty/ personal care/ skin care industry
• Strong experience in managing national key accounts and scaling MT business across regions
• MBA or equivalent postgraduate qualification.