Modern Trade Manager at Godrej Consumer Products Limited

Godrej Consumer Products Limited is the largest home-grown home and personal care company in India. We are constantly innovating to delight our consumers with more exciting, superior quality products at affordable prices.
We have bold ambitions and are becoming more agile and future ready. We rank number 1 in hair colour, household insecticides and liquid detergents and number 2 in soaps. In India, you grow up with our brands – Good knight, Cinthol, Godrej Expert, Godrej No. 1 – and we are now on our way to becoming an emerging markets FMCG leader.
In line with our 3X3 approach to international expansion, we are building a presence in 3 emerging markets (Asia, Africa, Latin America) across 3 categories (home care, personal wash, hair care). In 2010, we acquired the Indonesia based Megasari group, a leader in household insecticides, air fresheners and baby care. With the acquisition of Rapidol, Kinky and Frika in South Africa, and the Darling Group, a leading pan-Africa hair care company, we have a strong presence in the fast growing African hair care market. We acquired the Issue and Argencos groups in Argentina, leaders in hair colour, in 2010, and expanded our footprint to Chile through the acquisition of a 60 per cent stake in Cosmetica Nacional. The UK based Keyline Brands, which we acquired in 2005, plays in hair and personal care. We also have a business in the Middle East and a strong presence across SAARC countries.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