Sales Manager, Supermarkets (Modern Trade)

Piramal Pharma Ltd; Mumbai; On-site; INR 900,000 - 1,500,000; Full time

Job summary

Piramal Pharma Ltd is seeking a Sales Manager for the Supermarkets (Modern Trade) segment in Mumbai. The role focuses on driving profitable growth through channel expansion, power brand support, and strong in-store execution.

You will lead a team, nurture retailer relationships, and develop account plans to improve market penetration while ensuring governance of promotions and distributor agreements.

Qualifications

• Graduate with MBA/PGDM preferred in Sales or Marketing.
• Experience in FMCG/consumer healthcare sales, Modern Trade preferred.
• Experience in key account management and team leadership.

Responsibilities

• Achieve offline sales and profitability targets for the Supermarket channel.
• Drive growth of power brands and new product developments.
• Strengthen relationships with retail chains and onboard new accounts.
• Expand distribution, listings, and store coverage.
• Drive offline go-to-market, promotions, and in-store visibility.
• Monitor claims, budgets and coordinate with Finance, Marketing, Supply Chain.

Skills

Business acumen

Customer relationship management

Sales planning

Execution excellence

Team leadership

Collaboration

Education

Graduate in any discipline

MBA / PGDM in Sales or Marketing

Job description

Job Description

Sales Manager, Supermarkets (Modern Trade)

Function:

Sales

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.

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.
• 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.
• Key Stakeholders

Key Stakeholders

• Internal: Sales, Marketing, BTM, Finance, Supply Chain, Sales Operations and HR.
• External: Modern Trade / Supermarket Chains, Retail Accounts, Distributors and Promoters.

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.
• 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