Modern Trade Sales Coordinator

5 days ago

Nairobi, Nairobi Area, Kenya Career Directions Limited (CDL) Full time $60,000 - $80,000 per year
Job Title: Modern Trade Sales Coordinator (MTSC)
Reports to: National Sales Manager
Supervises: Account Representatives, Merchandisers, Regional Modern Trade Representatives

Purpose of Role

The Modern Trade Sales Coordinator (MTSC) is responsible for achieving Modern Trade sales targets (volume & revenue) and ensuring flawless execution of all ICP products in supermarkets. The role manages supermarket buyer relationships, drives product listings, activations, visibility, and ensures profitable growth of the Modern Trade channel.

Key Responsibilities

1. Sales Ownership & Target Delivery

Deliver Modern Trade sales targets (volume & revenue).

Supervise account representatives, merchandisers, and regional MT representatives to achieve targets.

2. Buyer & Customer Management

Build and maintain strong relationships with supermarket buyers.

Manage listings, activations, negotiations, and compliance with trade terms.

Ensure all ICP SKUs (new & existing) are listed, active, and free of blocked codes.

3. Execution Excellence

Drive planogram compliance, displays, and in-store visibility.

Execute promotions, activations, and new product launches (end caps, gondolas, samplings, POS).

Ensure on-shelf availability (OSA) of all SKUs.

4. Market Intelligence & Reporting

Consolidate MT sales reports, competitor tracking, and market insights.

Provide timely feedback on consumer response and competitor activities around new SKUs.

5. Collections & Compliance

Monitor collections, ensuring payments are made within credit terms.

Oversee adherence to trade agreements, discounts, and rebates.

6. Training & Team Development

Train merchandisers and sales reps on selling stories, product knowledge, and execution standards.

RequirementsQualifications & Competencies
  • Bachelor's degree in Business, Marketing, or related field.
  • Minimum 5–7 years' sales experience, with at least 3 years in Modern Trade within FMCG.
  • Proven track record of achieving sales targets and managing key accounts.
  • Strong negotiation, presentation, and relationship-building skills.
  • Excellent understanding of supermarket operations, planograms, and retail execution.
  • Proficient in MS Office and ERP systems.
  • Strong leadership, coaching, and team management skills.
  • Analytical mindset with ability to track, measure, and act on KPIs.
  • Highly organized, proactive, and results-oriented.

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