Category Development Manager-On Trade

United Breweries Ltd.; Kolkata District; On-site; INR 600,000 - 900,000; Full time

Job summary

United Breweries Ltd. is seeking a Field Sales professional to drive Modern On Trade accounts across assigned outlets in India.

You will deliver monthly and annual sales targets while expanding distribution and ensuring product availability. The role requires building relationships with owners, managers, and F&B leads, and conducting regular market visits to optimize performance and footprint across bars, lounges, restaurants, and hotels.

Responsibilities

• Deliver monthly and annual sales targets for Modern On Trade accounts.
• Expand distribution and ensure product availability across assigned outlets.
• Identify and onboard high‑potential on‑trade outlets to grow business footprint.
• Build strong relationships with key stakeholders (owners, purchase managers, bar managers, F&B leads).
• Conduct regular market visits to understand outlet performance and challenges.
• Negotiate visibility, placements, activation slots, and menu listings.
• Implement brand activation plans as per calendar and guidelines.
• Ensure execution of visibility elements (POSM, branding, display assets).
• Monitor activation ROI and share post‑activation evaluation.
• Manage order planning, forecasting, and stock movement with distributors.
• Ensure compliance with commercial policies, claims, and pricing.
• Track market dynamics, competitor activities, pricing, and consumer trends.
• Maintain accurate outlet‑wise sales tracking and performance dashboards.
• Prepare weekly and monthly performance reports for leadership.
• Highlight opportunities, gaps, and corrective actions.
• Strong understanding of Modern On Trade channels (bars, lounges, restaurants, hotels).
• Excellent communication, negotiation, and relationship‑building skills.
• Execution-focused with high attention to detail.
• Strong analytical and planning skills.
• Ability to work independently and manage multiple stakeholders.
• Good knowledge of sales fundamentals and market operations.

Job description

• Deliver monthly and annual sales targets for Modern On Trade accounts.
• Expand distribution and ensure product availability across assigned outlets.
• Identify and onboard high‑potential on‑trade outlets to grow business footprint.

2. Outlet Relationship Management

• Build strong relationships with key stakeholders (owners, purchase managers, bar managers, F&B leads).
• Conduct regular market visits to understand outlet performance and challenges.
• Negotiate visibility, placements, activation slots, and menu listings.

3. Execution & Activation

• Implement brand activation plans as per calendar and guidelines.
• Ensure execution of visibility elements (POSM, branding, display assets).
• Monitor activation ROI and share post‑activation evaluation.

4. Operations & Commercial Management

• Manage order planning, forecasting, and stock movement with distributors.
• Ensure compliance with commercial policies, claims, and pricing.
• Track market dynamics, competitor activities, pricing, and consumer trends.

5. Reporting & Analytics

• Maintain accurate outlet‑wise sales tracking and performance dashboards.
• Prepare weekly and monthly performance reports for leadership.
• Highlight opportunities, gaps, and corrective actions.
• Strong understanding of Modern On Trade channels (bars, lounges, restaurants, hotels).
• Excellent communication, negotiation, and relationship‑building skills.
• Execution-focused with high attention to detail.
• Strong analytical and planning skills.
• Ability to work independently and manage multiple stakeholders.
• Good knowledge of sales fundamentals and market operations.