Head of Modern Trade / Retail Sales (FMCG)

Position Summary

The Head of Modern Trade / Retail Sales (FMCG) is responsible for developing strategic business plans and driving growth across key retail environments, namely Modern Trade and eCommerce, to support the company’s sales objectives and profitability goals. The incumbent manages the Modern Trade and eCommerce sales functions, driving the development and implementation of sales strategies for these channels in Singapore. This role involves working closely with internal commercial and cross-functional teams (e.g., Marketing, Supply Chain) and building strong external relationships with key customers. Additionally, s/he leads and develops a team of account executives and merchandisers to achieve sales volume, distribution, and in-store execution targets.

Given it is a “$bn dollar start-up” environment, the ideal candidate should also be entrepreneurial, agile, have can-do attitude and able to work with lean resources. S/he should be passionate about the co-creation journey to grow together with the business.

Working location: Singapore

You will play an essential role to: manage and ensure the smooth running and performance of the Modern Trade and eCommerce sales operations within the assigned channels.

Strategic Sales & Channel Planning:

• Develop and execute business plans and sales strategies for Modern Trade & eCommerce channels to meet company goals.
• Analyze channel dynamics and market trends to identify growth opportunities.
• Initiate action plans for new sales and contribute to marketing strategy.
• Draft and cascade sales policies and channel strategies.

Key Account Management & Negotiation:

• Build and maintain strong relationships with key customers via regular reviews.
• Lead negotiations for trading terms, pricing, and promotions to maximize ROI.
• Secure optimal return on trade investments through strategic application.
• Finalize key customer contracts and sales deals.

Sales Execution & Performance Management:

• Drive achievement of volume, share, distribution, forecast accuracy.
• Oversee effective planning and execution of promotional activities.
• Manage and control trade investment/A&P budgets within guidelines.
• Maintain accurate records and report on sales performance and activities.

Team Leadership & Motivation:

• Lead, guide, and motivate the sales team towards objectives.
• Conduct performance reviews, provide feedback, and foster communication.
• Assign tasks effectively based on team strengths and address challenges.
• Ensure team compliance with company policies and ethics.

Talent Development & Capability Building:

• Oversee recruitment, interviewing, and hiring of sales staff with HR.
• Identify team training needs and coordinate development programs.
• Facilitate sales training to enhance team skills and business knowledge.
• Coach Account Executives to improve performance and capabilities.

To be successful in this role, you will need to have:

• A Bachelor or more advanced Degree in Business or a related field.
• At least 10 years of work experience in Key Account Management or a related field within the FMCG industry.
• At least 5 years of experience in a similar managerial capacity, leading a sales team.
• Must have prior key account management experience with FairPrice in Singapore.
• Ideally has working experience and knowledge of eCommerce platforms and dynamics.
• Excellent communication, interpersonal, analytical, and negotiation skills.
• Strong people management and organizational skills.
• Proven ability to develop and execute strategic sales and business plans.
• Good business acumen, creative thinking, and problem-solving abilities.
• Independent, high integrity, self-motivated, adaptable, and results-oriented.
• Ability to work under pressure, meet deadlines, and maintain a positive outlook.
• A dynamic and proactive team player.