Website:
a1skconline.com
Job details:
Job Title:State Head – General Trade (GT) & Modern Trade (MT)
Location:Karnataka and Telengana
Experience Required:13–20 years in FMCG sales & distribution, with at least 3–5 years in a leadership role managing GT & MT channels
Job Summary:The State Head – GT & MT will be responsible for driving sales growth, distribution expansion, and market share across General Trade and Modern Trade channels within the assigned state. The role requires strong leadership, channel expertise, and execution excellence to build a high-performing sales ecosystem.
Key Responsibilities:1. Sales & Revenue Management- Achieve primary & secondary sales targets for GT & MT channels
- Drive volume growth, revenue, and profitability across the state
- Monitor sales KPIs, forecast demand, and ensure target achievement
2. Distribution & Market Expansion- Strengthen distribution network (distributors, super stockists, wholesalers)
- Ensure outlet coverage, numeric & weighted distribution expansion
- Identify and penetrate new markets, towns, and key accounts
3. Modern Trade Management- Manage relationships with key MT partners (Reliance, DMart, Big Bazaar, etc.)
- Negotiate annual business plans (ABP), margins, and promotional activities
- Ensure visibility, shelf share, and execution of in-store activations
4. General Trade Excellence- Drive beat efficiency, retail coverage, and outlet productivity
- Implement trade schemes, visibility programs, and merchandising standards
- Monitor distributor ROI and working capital efficiency
5. Team Leadership & Capability Building- Lead and manage Area Sales Managers (ASMs), Territory Sales Officers (TSOs)
- Appoint Effecient Sales team
- Set KRAs, monitor performance, and conduct regular reviews
- Train and mentor team on sales execution, negotiation, and market insights
6. Financial & Commercial Control- Manage trade spends, schemes, and budgets effectively
- Ensure control over receivables, claims, and distributor health
- Maintain profitability while driving growth
7. Market Intelligence & Strategy- Track competitor activities, pricing, and new product launches
- Provide market insights and recommend strategic actions
- Align state strategy with national objectives
8. Supply Chain Coordination- Coordinate with supply chain for stock availability and demand planning
- Minimize stock-outs and ensure optimal inventory at distributor level
Key Performance Indicators (KPIs):- Sales target achievement (%)
- Numeric & weighted distribution
- Market share growth
- MT business growth & account performance
- Outlet coverage & productivity
- Team performance & attrition
- Distributor ROI & working capital
Key Skills & Competencies:- Strong FMCG distribution knowledge (GT & MT)
- Leadership & team management
- Negotiation & relationship management
- Data-driven decision making
- Financial acumen (P&L understanding)
- Execution excellence & problem-solving
Preferred Qualifications:- MBA in Sales/Marketing (preferred)
- Experience in handling large states and multiple channels
- Strong network within FMCG trade ecosystem
Behavioral Competencies:- Result-oriented and aggressive in achieving targets
- High ownership and accountability
- Strong communication & interpersonal skills
- Ability to work in a dynamic, high-pressure environment
Click on Apply to know more.