About the role
Zydus Wellness, an FMCG leader, develops, manufactures, and markets health and wellness products,
integrating healthcare, skincare, and nutrition. Founded in 1988 with Sugar Free, India's first zero-calorie
sugar replacement, it now manages seven global brands, including Complan, Glucon-D, Everyuth, and
Nutralite. The company serves over 50 million families and supports more than 90,000 dairy farmers and
2,000 MSMEs.
With a focus on research, quality, and innovation, Zydus Wellness operates on core pillars of manufacturing
integrity and supply chain efficiency. Headquartered in Ahmedabad and Mumbai, it runs four
manufacturing facilities across India and eight co-packing facilities in India, Oman, and New Zealand. Listed
on the Bombay and National Stock Exchanges, Zydus Wellness is led by Chairman Dr. Sharvil Patel and CEO
Tarun Arora, serving customers in over 25 countries across three continents.
Get to know our organization - Click on the below links
1. Company Website
2. Zydus Corporate Park
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Area Sales Manager - Modern Trade
Functional Reporting: Lead MT - Operations
Administrative Reporting: Lead MT - Operations
Location: XXXX
Role Purpose:
This position is responsible for achievement of business objective of the channel (Primary & Redistribution)
in coordination with Head Office, driving the backend operations of Modern Trade. In addition to the
above, this position will also support in the formulation of consumer promotions for modern trade.
Key Accountabilities/ Responsibilities:
1. Financial:
Responsible to deliver AOP across MT Chains and brands.
Ensure Fill rate to maximize business
Maintain account profitability tracker for major chains
2. Customer:
Develop, negotiate and utilize budget for maximizing business goals
Execute Terms of Trade at the Store Level
Manage Range, Assortment, Space, Visibility execution
Conduct periodical business review monthly/quarterly with chains
ensure a robust engagement & relationship matrix with MT customers (inc distributors) at a region
level
3. Process:
Designing account wise plan for the respective branch on monthly and quarterly to drive volume,
value, market share and activations
TOT planning & adherence, Business planning, Market share deliverables
Claim management from distributor to commercial team and system through portal
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Collate data and prepare reports to track various parameters e.g. Sales Efficiency, Sales
Achievement and Champion's Scorecard and discuss with the Team
4. People:
Drive Merchandising, and in-store execution
First point contact for all the Regional Key Accounts
First point contact for all the zonal offices of the National Key Accounts
*First point contact can be defined as all the \u0009 liaison work \u0009 policy communication \u0009 TOT negotiation
Key Deliverables:
Sales Strategy Development: Create and implement effective sales strategies to achieve Sales Targets
and enhance market share in the Zone.
Sales Performance Monitoring: Analyze sales performance metrics to identify areas of opportunities
and implement corrective actions.
MT Account Management: Develop and maintain strong relationship with Modern Trade Accounts,
understanding their business needs and objectives.
Distributor Management: Build and maintain strong relationships with distributors to ensure
alignment with company goals and seamless execution of sales strategies. Monitor distributor
performance regularly, reviewing key metrics such as order fulfillment rates, stock levels, and overall
sales performance.
Collaboration: Work closely with cross-functional teams, including marketing, supply chain, finance
to ensure alignment on goals and execution of initiatives.
Team Management: Lead, Monitor and coach a team of Sales professionals, fostering a hig-
performance culture and accountability.
Market Insights: Analyse market trends, competitor activities and consumer preferences to identify
growth opportunities.
Business Delivery: Strong ability to develop and execute sales strategies that drive revenue growth
and achieve business targets.
On-ground Execution: Excellent attention to detail in managing in-store execution, ensuring product
visibility and compliance with merchandising standards.
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Key Interactions:
Modern Trade HO Team
Field MT Sales Team
Local Team of National Accounts
Customer Trade Marketing / Trade Finance
Commercial Team
Supply Chain & CFA Team
MT Chains - Buying, Finance, Supply Chain & Store Operations
Key Dimensions:
People Manager
Educational Qualifications:
MBA Preferred
Experience (Type & Nature):
6 - 8 years in FMCG industry. Should have experience in dealing with organized retail in FMCG for at
least 2 years
Functional Competencies
Strong Commercial acumen
Ability to analyze data and market trends to implement strategic decisions
Excellent Communication and Negotiation Skills
Result Oriented
Strong Leadership and People Management Skills
Behavioral Competencies:
Team player
Resilience
Interpersonal
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