Senior Manager Sales Force - Trade (South)

METRO opened its first cash & carry wholesale center in Pakistan in 2007 & expanded to 5 wholesale centers in a short span of 18 months. In July 2012 METRO and Makro-Habib combined their wholesale business in Pakistan marking the beginning of a long-term partnership to the mutual benefit of both companies. The merger allowed METRO and Makro-Habib to combine resources and gain the financial strength to lead and grow in a challenging environment and to gain synergies targeted to generate value for our customers and suppliers alike. Today the company is operating 10 wholesale centers in Lahore, Karachi, Multan, Islamabad & Faisalabad.
METRO Pakistan (Pvt) Limited is part of METRO GROUP’s sales division METRO Cash & Carry, the international leader in self-service wholesale. The company operates more than 750 stores in 25 countries in Europe, Asia and Africa and has a workforce of over 107,000 employees. Sales in 2016/17 were approximately 37 billion Euro.

To provide best-in-class professional service to Trade Customers while implementing and executing the Company’s defined sales force strategy, driving the development of a profitable and sustainable Trade business, and leading the South Trade Sales team to achieve strong commercial performance and operational excellence.

1. Trade Customer Strategy Development

• Develop Sales Force Trade strategy aligned with company objectives.
• Propose objectives, target customer segmentation, coverage model, and measurement framework.
• Align strategy with line manager and company sales direction.

2. Performance Analysis & Decision Making

• Analyze weekly, monthly, and quarterly sales performance.
• Identify performance gaps and improvement opportunities.
• Recommend corrective actions and action plans where necessary.

3. Store-Level Objective Adaptation

• Translate country/regional objectives into store-level targets.
• Validate objectives with Area Managers and Sales Force Managers.
• Ensure execution consistency across stores

4. Process & Procedure Compliance

• Ensure adherence to Sales Force Trade processes (tools, forms, reporting, planning, CRM/METRO solutions).
• Monitor reporting accuracy and timeliness.
• Drive continuous improvement of internal processes.

5. Market & Competitor Monitoring

• Conduct regular market surveys and competitor analysis.
• Provide insights for pricing, promotions, and strategic adjustments.
• Recommend actions to maintain and strengthen competitive positioning.

6. Supplier & Buyer Collaboration

• Coordinate with suppliers and buyers to optimize assortment and operational efficiency.
• Identify opportunities for cost optimization and joint business initiatives.

7. Team Management & Development

• Manage, coach, and motivate Sales Managers, Territory Sales Managers, and Key Account Managers.
• Conduct regular performance reviews and field coaching sessions.
• Identify training and development needs and ensure capability building.

8. Customer Acquisition & Growth

• Acquire and develop new customers.
• Increase share of wallet of existing customers.

Strengthen long-term customer relationships and customer loyalty.

University degree (Bachelor’s or Master’s), preferably in Business Management with a specialization in Sales and/or Marketing, or a related field.

• Minimum of 6–8 years of experience in a Sales Management role.
• Strong analytical and problem-solving skills.
• Excellent communication and presentation abilities.
• Strong customer focus with the ability to quickly understand and adapt to the METRO business model and trading operations.
• Excellent negotiation skills with the ability to perform effectively under pressure.
• Fluency in English + Urdu, both written and spoken.