Modern Trade Sales Manager

Title: Modern Trade Sales Manager Pharma

Location: Mumbai

Experience: 5 - 10 years of experience in the domestic market

OVERVIEW

We are seeking an experienced, driven Modern Trade Sales Manager responsible for driving both primary and secondary sales, strengthening relationships with organized pharmacy retailers, and scaling product visibility across e-pharmacy platforms. The ideal candidate will have hands-on experience managing modern trade pharmacy accounts and online pharma companies, with a strong understanding of retail dynamics, supply chain coordination, and trade marketing execution.

Key responsibilities:

Modern Trade Business Development

• Develop and grow sales across organized pharmacy chains and modern trade outlets.
• Manage key pharmacy retail chains in Mumbai and across India.
• Drive listing of new products in pharmacy chains and ensure optimal shelf visibility.
• Achieve monthly, quarterly, and annual sales targets.

E-Pharmacy & Online Channel Management

• Manage relationships with online pharma companies and digital health platforms.
• Negotiate commercial terms, margins, promotions, and visibility agreements.
• Coordinate product listings, digital cataloging, and promotional campaigns.
• Monitor online sales performance, pricing compliance, and stock availability.

Key Account Management

• Build strong relationships with purchase managers, category heads, and procurement teams of pharmacy chains and e-pharmacies.
• Lead commercial negotiations and annual rate contracts.
• Drive joint business planning with key accounts.

Trade Marketing & Execution

• Plan and execute in-store promotions, visibility campaigns, and consumer schemes.
• Coordinate with marketing for product launches and promotional initiatives.
• Ensure timely implementation of trade schemes and merchandising standards.

Supply Chain & Coordination

• Work closely with supply chain and distribution teams to ensure stock availability and timely replenishment.
• Monitor primary and secondary sales movement. Resolve operational and payment issues with key accounts.

Reporting & Analysis

• Track sales performance, ROI on promotions, and channel profitability.
• Analyze market trends, competitor activity, and pricing strategies.
• Provide regular MIS and business updates to management.

Key Requirements:

• Bachelors degree in Pharmacy, Life Sciences, Commerce, or Business Administration (MBA preferred).
• 510 years of experience in modern trade or key account management within the pharmaceutical or healthcare industry.
• Proven experience handling pharmacy chains and online pharma companies.
• Strong negotiation and commercial acumen.
• Strong network with purchase managers and category heads in organized pharmacy retail.
• Understanding of trade margins, schemes, and retail dynamics.
• Excellent communication and relationship-building skills