Retail Marketing & Sales Manager

P T Invent; Mumbai; On-site; INR 1,200,000 - 2,000,000; Full time

Job summary

P T Invent in Mumbai seeks an experienced sales leader to drive growth across General Trade and Modern Trade. You will build a robust distribution network, develop Modern Trade opportunities, and strengthen presence in key retail accounts while leading a capable sales team to achieve targets.

Ideal candidates bring strong negotiation, market development, and account management skills, with willingness to travel across territories to expand market coverage and product visibility.

Qualifications

• 5–10 years of experience in retail sales and distribution.
• Experience in Modern Trade/Organized Retail is advantageous.
• Proven track record of achieving sales targets.

Responsibilities

• Identify and appoint distributors in new and existing markets.
• Develop and manage Modern Trade accounts and retailer networks.
• Drive sales strategies to meet monthly, quarterly, and annual targets.
• Recruit, train, and manage the sales team with performance reviews.
• Prepare sales forecasts, territory plans, and management reports.
• Negotiate terms with channel partners and ensure timely collections.

Skills

Negotiation

Communication

Analytical skills

Relationship management

Education

MBA in Sales/Marketing

Graduate in Business

Job description

Job Purpose

To drive business growth through effective retail sales, distribution, and Modern Trade development, including distributor appointment and development, achievement of sales targets, market expansion, retail outlet development, and leadership of the sales team.

The role will be responsible for building a strong distribution network, developing Modern Trade opportunities and key retail accounts, improving market coverage and product visibility, and ensuring consistent sales performance across General Trade and Modern Trade channels.

Key Responsibilities

1. Distributor Appointment & Management

• Identify and appoint suitable distributors in new and existing markets.
• Evaluate distributor capability, financial strength, infrastructure, manpower, and market reach.
• Develop and maintain strong relationships with distributors and channel partners.
• Set distributor targets, margins, schemes, credit terms, and business plans.
• Monitor distributor performance, stock levels, outstanding payments, and inventory movement.
• Ensure adequate product availability and effective secondary sales through the distribution network.
• Identify opportunities for appointing additional distributors or restructuring the existing network.

2. Retail Sales & Market Development

• Develop and execute sales strategies to achieve monthly, quarterly, and annual targets.
• Drive primary and secondary sales across assigned territories.
• Expand retail outlet coverage and improve product availability and visibility.
• Identify new markets, territories, outlets, and business opportunities.
• Monitor competitor activities, pricing, schemes, product launches, and market trends.
• Ensure effective implementation of company sales schemes and promotional activities.
• Conduct regular market visits to understand customer requirements and sales opportunities.
• Develop new retail channels and strengthen presence across General Trade and Modern Trade.
• Identify opportunities for expanding the company's presence in supermarkets, hypermarkets, retail chains, and other organized retail formats.

3. Modern Trade Development

• Develop and execute the Modern Trade business plan in line with overall company revenue objectives.
• Identify, onboard, and develop business relationships with Modern Trade chains and organized retail accounts.
• Explore new Modern Trade accounts and opportunities for product listing and expansion.
• Manage negotiations related to listing, margins, trade schemes, promotions, visibility, and commercial terms within company guidelines.
• Drive product listing, assortment expansion, new product launches, and distribution across Modern Trade outlets.
• Plan and execute Modern Trade promotions, activations, in-store visibility, and merchandising initiatives.
• Monitor account-wise sales, stock availability, inventory movement, schemes, promotions, and returns.
• Work closely with internal teams to ensure timely order execution, replenishment, and product availability.
• Analyse Modern Trade sales data and identify opportunities for growth, new listings, improved visibility, and increased sales productivity.
• Build strong relationships with buyers, category managers, store teams, and other key stakeholders.
• Ensure effective implementation of agreed commercial and promotional plans at store and account level.

4. Team Management

• Recruit, train, motivate, and manage the sales team.
• Set individual and territory-wise targets for sales personnel.
• Monitor daily/weekly/monthly performance and ensure achievement of targets.
• Conduct regular review meetings and provide coaching and performance feedback.
• Improve team productivity, market coverage, and sales effectiveness.
• Ensure proper route planning, beat planning, and sales discipline.
• Build a performance-oriented and accountable sales culture.

5. Sales Planning & Reporting

• Prepare sales forecasts, territory plans, distributor-wise business plans, and Modern Trade account plans.
• Track sales performance against targets and take corrective actions where required.
• Monitor primary sales, secondary sales, Modern Trade sales, stock, collections, and outstanding payments.
• Prepare regular sales, channel, and market reports for management.
• Analyse sales data to identify gaps, growth opportunities, and underperforming markets.
• Track account-wise and channel-wise profitability and business performance.

6. Channel & Relationship Management

• Build strong relationships with distributors, retailers, dealers, Modern Trade chains, and key customers.
• Resolve channel-related issues and ensure smooth business operations.
• Negotiate commercial terms with channel partners within company guidelines.
• Ensure timely collection of payments and maintain healthy receivables.
• Improve retailer engagement, product visibility, and brand presence in the market.
• Develop strong relationships with Modern Trade buyers, category managers, and key account stakeholders.
• Ensure consistent execution of channel strategies across General Trade and Modern Trade.

Key Performance Indicators (KPIs)

• Achievement of monthly, quarterly, and annual sales targets
• Primary and secondary sales growth
• Modern Trade sales growth and revenue contribution
• New Modern Trade account acquisition and product listings
• Modern Trade outlet coverage and productive outlets
• Distributor appointment and network expansion
• Retail outlet coverage and productive outlets
• Market penetration and territory expansion
• Distributor stock and inventory management
• Modern Trade stock availability, replenishment, and inventory efficiency
• Collection efficiency and reduction in outstanding receivables
• Sales team productivity and target achievement
• Customer/distributor/Modern Trade account retention
• Market share and competitive performance
• Trade promotion effectiveness and in-store visibility

Candidate Profile

• Graduate/MBA in Sales, Marketing, Business Management, or a related field.
• 5-10 years of experience in retail sales and distribution.
• Experience in developing Modern Trade/Organized Retail channels will be an advantage.
• Strong experience in distributor appointment and channel management.
• Proven track record of achieving sales targets.
• Experience in managing and developing sales teams.
• Strong negotiation, communication, analytical, and relationship-management skills.
• Understanding of Modern Trade commercial structures, listing processes, promotions, margins, and account management.
• Willingness to travel extensively within the assigned territory.
• Strong knowledge of local retail markets, Modern Trade accounts, and distribution networks will be an advantage.

Ideal Candidate

The ideal candidate should be a hands-on sales leader who can build distribution networks, develop General Trade and Modern Trade channels, identify new retail opportunities, manage distributors and key accounts, and lead a high-performing sales team.

The person should be target-oriented, commercially aware, and capable of independently driving business growth across assigned territories, with a strong ability to develop Modern Trade relationships, secure new listings, improve product visibility, and grow sales across organized retail channels.