We are partnering with a well-established FMCG organization that has built a strong national footprint and a diverse brand portfolio within the Modern Trade channel. As the business enters its next phase of growth, it is investing in strengthening its commercial leadership to ensure scalable, sustainable, and profitable expansion.
This Head of Modern Trade role is not about maintaining the business—it's about accelerating it. You will take full ownership of the Modern Trade channel and drive disproportionate growth across key national retailers, outperforming category benchmarks and competitors.
The company has strong fundamentals—your job is to unlock the next growth curve.
What You Will Own
You will act as the single point of accountability for Modern Trade performance:
- Drive sustainable growth while maintaining strict margin discipline
- Deliver aggressive top-line growth across Hypermarket, Supermarket, Minimarket and Health & Beauty channels
- Make trade-off decisions between volume vs. profitability
- Lead annual business planning cycles and long-term strategy
- Ensure execution excellence across all customer touchpoints
- Expand distribution footprint and win additional shelf space and category presence
- Lead high-stakes negotiations with top retailers to secure better terms and stronger visibility
- Identify and unlock white space opportunities within existing and new accounts
- Act as the key interface between commercial and leadership teams
How You Will Win
- Build a sharp, commercially aggressive KAM team that knows how to win in front of buyers
- Personally lead critical negotiations and key customer relationships
- Push for speed, accountability, and execution discipline across the team
- Leverage data (sell-in/sell-out/offtake) to continuously refine commercial tactics
Requirements
- Bachelor's degree in a relevant discipline such as business management, marketing, finance, or equivalent practical experience
- Extensive experience within FMCG Modern Trade, including several years in leadership roles overseeing national accounts
- Demonstrated ability to build, lead, and elevate high-performing Key Account teams to consistently exceed commercial targets
- Solid track record of accelerating sales growth while maintaining or improving profitability
- Highly effective negotiator with the ability to influence senior stakeholders both internally and externally
- Strategic thinker who can translate data and insights into clear, actionable plans
- Strong commercial and financial judgment, with direct exposure to managing budgets, margins, and overall business performance
- Results-driven leader with a strong sense of accountability, adaptability, and perseverance in dynamic environments
