Modern Trade Manager

Job title : Modern Trade Manager

About the job

• The Modern Trade Manager (Projects) is responsible for driving controlled secondary sales execution for new products and brand tests within selected Modern Trade channel, and any assigned channel. The role ensures disciplined market trials, high-quality commercial insights, and objective performance feedback to support go / no-go decisions on new brand launches. This role focuses on demand creation, customer engagement, execution quality, and commercial learning, not scale-up volume. 

Role Profile (Ideal Candidate) 

• Strong sales experience, minimum 5 years (General Trade (GT) or Modern Trade (MT) 
• Data-driven and disciplined in execution and reporting (Microsoft Excel mastery, project management tools, Microsoft Powerpoint mastery etc.) 
• Commercially curious with a test-and-learn mindset 
• Comfortable working in ambiguous, fast-changing environments 
• Able to influence customers internally and externally without formal authority 
• Collaborative, with strong cross-functional working capability 
• B.S.c/ HND in any relevant in any relevant field.

Key Responsibilities & Deliverables 

Test Market & Key Account Execution 

• Execute approved new product trials within selected key accounts, outlets, or channels. 
• Secure customer participation and shelf presence for test products. 
• Ensure correct price, promotion, placement, and visibility as per test design. 
• Track compliance to agreed test parameters and timelines. 

Secondary Sales & Demand Generation 

• Drive secondary sales (sell-out) for test products during the incubation period. 
• Implement agreed activation, sampling, or promotional activities with customers. 
• Monitor off-take trends and react quickly to execution gaps or customer feedback. 

Customer & Channel Insights 

• Capture structured feedback from key accounts and customers, including: 
• Product acceptance, repeat purchase, and objections 
• Price sensitivity and margin expectations 
• Competitive reactions and substitution behavior 
• Identify early indicators of scalability or potential blockers. 

Cross-Functional Collaboration 

• Work closely with the NPD Brand Manager to align on test objectives and consumer propositions. 
• Coordinate with Supply Planner to manage stock availability and avoid over- or under-supply. 
• Support the Finance Analyst with accurate sales, pricing, and customer cost inputs. 

Reporting & Go / No-Go Support 

• Provide timely, accurate sales and execution reports throughout the test phase. 
• Highlight risks, learnings, and opportunities early — not at the end of the test. 
• Contribute to final test review presentations with fact-based commercial recommendations. Key Performance Indicators (KPIs) 

Execution & Compliance 

• Test execution compliance (%) vs approved test plan 
• Availability and visibility compliance in participating accounts 
• Timeliness and accuracy of sales reporting 

Secondary Sales Performance 

• Sell-out volume and value vs test expectation Off-take velocity per outlet / account 
• Repeat purchase or replenishment indicators 

Insight Quality & Commercial Learning

• Quality and usefulness of customer / channel insights 
• Depth of competitive and pricing feedback 
• Contribution to clear go / no-go recommendations 

Collaboration & Ways of Working 

• Effectiveness of cross-functional collaboration 
• Responsiveness and problem-solving during test execution 
• Adherence to governance and decision-making timelines Critical Success Measures 
• Tests are executed exactly as designed (No uncontrolled scale-up before approval) 
• Commercial learnings are clear, objective, and actionable 
• Leadership receives fact-based recommendations, not opinions