Modern Trade Director

Position Summary:

We are seeking an experienced and strategic Modern Trade Director for one of our clients, a fast-growing startup that manufactures top-of-the-line wellness, hair and skin care products. This Director will lead the expansion into major retail partnerships. This executive role will be responsible for developing and executing the comprehensive modern trade strategy that drives significant revenue growth and market penetration for their hair and wellness product lines. The ideal candidate will bring extensive experience in the FMCG sector, particularly within modern trade channels, and possess demonstrated success in building relationships with key national and regional retailers.

As a pivotal member of our sales leadership team, you will be responsible for negotiating partnerships, managing key accounts, and ensuring optimal product placement and visibility across modern trade outlets. This role requires a unique blend of strategic vision and operational excellence, as you will be tasked with both planning our long-term channel strategy and overseeing its day-to-day execution. The Modern Trade Director will collaborate closely with marketing, supply chain, and product development teams to ensure alignment between retailer requirements and company capabilities while driving sustainable growth in this critical distribution channel

Key Responsibilities:

Strategic Planning & Business Development

• Develop and implement comprehensive sales strategies for the modern trade sector that align with the company's overall business objectives and growth targets
• Identify and pursue new business opportunities within modern trade channels, including national supermarkets, hypermarkets, specialty stores, and emerging digital retail platforms
• Analyze market trends, consumer behavior, and competitor activities to identify opportunities for portfolio expansion and category growth
• Prepare and present regular performance reports and strategic updates to senior management, providing insights and recommendations based on channel performance data
• Develop annual budgets and forecasts for the modern trade channel, managing expenses to optimize profitability while achieving sales targets.

Account Management & Relationship Building

• Build and maintain strong relationships with key decision-makers at major modern trade accounts, serving as the primary point of contact for strategic partnerships
• Negotiate favorable terms and conditions with retail partners, including placement, promotions, pricing, and marketing support
• Implement Joint Business Planning processes with key accounts to align objectives, strategies, and measurement frameworks
• Resolve any issues or conflicts that arise with retail partners promptly and professionally, maintaining positive working relationships even in challenging situations
• Ensure contract compliance and adherence to agreed-upon terms by both the company and retail partners, protecting company interests while maintaining partnership goodwill.

Sales Leadership & Performance Management

• Drive achievement of sales targets and KPIs across modern trade accounts, implementing corrective actions when performance deviates from targets
• Monitor and analyze sales data at the account and SKU level to identify trends, opportunities, and potential risks to performance
• Optimize product assortment and shelf placement through ongoing analysis of sales data and consumer insights
• Develop and implement trade promotion strategies that drive sales velocity while maintaining profitability targets
• Ensure effective implementation of pricing strategies across modern trade channels, minimizing price erosion while maintaining competitiveness

Team Leadership & Development

• Lead, mentor, and develop a high-performing team of sales professionals, fostering a culture of accountability, collaboration, and continuous improvement
• Establish clear performance objectives and development plans for team members, conducting regular reviews and providing constructive feedback
• Implement training programs to enhance the capabilities of the sales team, particularly in areas of product knowledge, negotiation skills, and data analysis
• Manage distributor relationships where applicable, ensuring alignment with company standards and objectives

Qualifications and Requirements:

• Bachelor's Degree in Business Administration, Marketing, or a related field; MBA or advanced degree will be an advantage.
• Minimum of 5 years of experience in sales within the FMCG industry, with at least 3 years in a leadership role focused on modern trade
• Proven track record of achieving sales targets and driving business growth within major retail accounts.
• Deep understanding of the hair care and wellness products market, including familiarity with natural and organic product trends and consumer preferences
• Experience managing P&L responsibilities for a significant business unit or channel, with demonstrated financial acumen and budget management skills.
• Exceptional negotiation and relationship management skills, with the ability to build productive partnerships with key accounts
• Strong analytical capabilities with proficiency in interpreting sales data, market trends, and consumer insights to make data-driven decisions
• Excellent leadership and team management abilities, with a proven track record of building and developing high-performing teams
• Strategic thinking with the ability to develop long-term channel strategies while effectively managing day-to-day operations
• Results-oriented with a strong drive to achieve and exceed targets in a competitive market environment.
• Adaptable and resilient, with the ability to thrive in a fast-paced, dynamic growth company.
• High level of integrity and ethical standards that align with the company's values and commitment to quality.
• Strategic problem-solver who can anticipate challenges and develop proactive solutions.
• Hybrid work setup and work location is Paranaque City.