Manager-Sales.Modern Trade-S&D(Oman)

IFFCO; Oman; On-site; OMR 30,000 - 45,000; Full time

Job summary

A leading company in the FMCG sector is seeking a Sales Manager for Modern Trade to develop sales strategies and manage key client relationships. The ideal candidate will have over ten years of experience in sales roles, specifically within modern trade channels, and hold an MBA. This role emphasizes strategic leadership in sales and team management.

Qualifications

• 10+ years in sales roles managing modern trade channels.
• Experience in FMCG is desirable.

Responsibilities

• Manage end-to-end customer relationships with modern trade customers.
• Create annual sales plans and lead a team of merchandisers.
• Achieve sales targets in terms of volume and profitability.

Skills

Ownership & Result Orientation

Business Acumen

Sales & Distribution Strategy

Knowledge of Laws & Regulations

Understanding Consumer Behavior (B2B & B2C)

Education

MBA or Post-Graduate Diploma in Management

Job description

Job Summary

To support the Head – Consumer Sales in developing sales and distribution strategies for the modern trade channel, helping the organization achieve its sales volume and profitability targets.

To develop client relationships and steer IFFCO’s key account management activities for modern trade clients.

Roles & Responsibilities

• Manage end-to-end customer relationships with modern trade customers, building long-term growth strategies, resolving queries, and servicing disputes.
• Create annual sales plans for the modern trade channel aligned with overall sales strategies. Lead a team of merchandisers and key account executives to drive visibility and sales through modern trade outlets.
• Proactively scan the market, lead customer pitches, develop new accounts, and grow existing accounts.
• Achieve sales targets in terms of volume, profitability, and market share.
• Prepare annual budgets for modern trade, seek leadership approval, track adherence, analyze variances, and initiate corrective actions.
• Provide sales forecasts aligned with customer and marketing plans.
• Set sales targets for team members, conduct performance reviews, and implement corrective actions.
• Disseminate performance data and prepare analysis for leadership review.
• Drive key account management activities, improve share of shelf, and enhance product visibility.
• Execute trade marketing and promotional activities, ensure timely in-store activations, and monitor performance.
• Develop and negotiate long-term purchase agreements with key accounts.
• Support expansion of customer base and deepen existing client relationships.
• Conduct regular meetings with key clients, monitor outlet performance, and ensure merchandising compliance.
• Implement marketing plans, track promotions, and provide market intelligence to the marketing team.
• Oversee collection of receivables and lead recovery efforts for overdue accounts.
• Manage people involved in sales and account management.

KPIs

• Sales target achievement
• Market share
• Profitability
• Receivables days
• Order delivery rate
• Customer satisfaction score
• Budget adherence
• Outlet freshness and availability

Work Experience Requirement

• 10+ years in sales roles managing modern trade channels.
• Experience in FMCG is desirable.

Qualification

MBA or Post-Graduate Diploma in Management from a reputed university.

Competencies

• Ownership & Result Orientation
• Business Acumen
• Knowledge of Laws & Regulations
• Value Chain Management
• Sales & Distribution Strategy
• Understanding Consumer Behavior (B2B & B2C)
• Self & Team Management
• Planning & Decision Making
• Strategic Thinking
• Change Management