National Sales Manager – Modern Trade

Job description

1.

Strategic Channel Growth & P&L Management

• Own the full Modern Trade channel P&L, driving top-line revenue growth and bottom-line profitability
• Develop and execute the annual channel business plan in alignment with Kraft Heinz's overall commercial blueprint
• Optimize trade spend efficiency, ensuring a strong return on investment across all promotional activities and commercial agreements Establish Kraft Heinz as a preferred category partner through data-driven category management and shopper marketing insights
• Design and execute effective Route-to-Market frameworks to ensure flawless execution across all key account branches
• Collaborate with Trade Marketing to develop impactful, channel-specific visibility, activation programs, and pricing strategies
• Partner with Demand Planning and Logistics to optimize forecast accuracy for Modern Trade and help prevent supply chain disruptions
• Provide the leadership team with regular market intelligence, competitor insights, and shopper trends to support agile decision-making
• Lead, mentor, and inspire a team of Key Account Managers and field execution supervisors, fostering a culture of ownership and meritocracy
• Establish clear, metrics-driven KPIs for the team and evaluate performance with strong data transparency
• Minimum of 10-12 years of commercial experience in Sales, Key Account Management, and Trade Marketing within the FMCG sector, including at least 4-5 years leading the Modern Trade channel at a senior level.

Bachelor's degree in business administration, Marketing, Economics, or a related field; an MBA is a plus. Proven history of managing large-scale P&Ls, negotiating complex Joint Business Plans with major retailers, and delivering consistent double-digit growth. Advanced financial acumen, including P&L management, trade spend optimization, and margin management. Exceptional negotiation and stakeholder management skills. Strong analytical mindset with the ability to translate data, including Nielsen, Kantar, and retailer POS data, into actionable commercial strategies.