Area Sales Manager – GT & Modern Trade

# Area Sales Manager – GT & Modern Trade ## Company Overview Praakritik, operated by Shashi Natural & Organics Pvt. Ltd., is a trusted Indian organic and natural food brand dedicated to authenticity, quality, and better-for-you everyday foods. The company focuses on building a premium, health-conscious product portfolio and expanding its presence in the organic and natural food market. ## Job Summary The **Area Sales Manager – GT & Modern Trade** is responsible for developing and expanding Praakritik’s offline business across Mumbai and surrounding regions. This role involves building a strong distribution network, establishing relationships with premium retail outlets, and driving market expansion through new store and account acquisitions. The candidate will play a pivotal role in creating a scalable, disciplined sales engine that enhances brand visibility, availability, and profitability in the premium FMCG, organic, and health & wellness segments. ## Responsibilities - **Distributor Development:** Identify, appoint, and manage distributors; foster strong relationships, ensure healthy distributor economics, and drive consistent primary and secondary sales. - **GT & Modern Trade Expansion:** Build distribution channels across General Trade and premium retail outlets, including supermarkets, gourmet stores, and specialty food stores. Identify new markets and open new stores and accounts. - **New Store & Account Acquisition:** Personally drive the onboarding of new outlets, secure listings, and establish relationships with premium retailers and modern trade accounts. - **Sales & Market Execution:** Drive primary and secondary sales, improve outlet productivity, visibility, and product availability through regular market visits and effective execution at store level. - **Commercial Management:** Manage margins, schemes, trade spends, collections, and negotiations with distributors and retailers, ensuring brand positioning and profitability. - **Relationship Management:** Build and maintain long-term relationships with distributors, retailers, store owners, and buyers. Represent Praakritik at trade events and industry forums. - **Market Intelligence:** Monitor competition, pricing, assortment, and retailer feedback; leverage insights to develop actionable strategies. - **Build the Function:** Contribute to establishing processes, reporting systems, distributor networks, and sales discipline to support business growth. ## Qualifications - 4–7 years of **hands-on offline FMCG sales experience**. - Proven experience managing **distributors and direct retail relationships**. - Background in **premium FMCG, food, organic, natural, health & wellness, gourmet, or other differentiated consumer categories**. - Demonstrated success in **opening new stores/accounts** and **building markets**. - Strong understanding of **both GT and Modern Trade / premium retail** channels. - Excellent **relationship-building and negotiation skills**. - Comfortable spending significant time in the market and traveling. - Strong grasp of **distributor economics, margins, schemes, secondary sales, and outlet productivity**. - Entrepreneurial, data-oriented, and capable of building systems within a growing organization. - Educational qualifications: **Bachelor’s degree** in relevant fields. ## Preferred Skills - Experience in organic or natural food sectors. - Ability to analyze market data and convert insights into strategic actions. - Strong organizational and planning skills. - Proficiency in sales management tools and CRM systems. - Leadership qualities to help build and scale the sales function. ## Experience - **4 to 7 years** of relevant offline FMCG sales experience, with a focus on building distribution networks and retail relationships. - Proven track record of **market expansion and new account acquisition**. ## Environment - **Location:** Field-based role primarily in Mumbai, with travel across regions as required. - **Work Setting:** In-office and in-market activities, including regular store visits, distributor meetings, and industry events. - **Conditions:** Dynamic, fast-paced environment requiring adaptability, strong interpersonal skills, and a proactive approach. ## Salary - Not specified; competitive salary commensurate with experience and performance. ## GrowthOpportunities - Opportunity to grow into larger regional or national sales roles. - Potential to advance into a **National Sales Manager** position as the company scales. - Involvement in strategic planning and organizational growth initiatives. ## Benefits - Not specified; likely includes performance-based incentives, career development opportunities, and exposure to a fast-growing organic food brand.