Category Development Manager – Modern On‑Trade

About the role

The Category Development Manager (CDM) for Modern On‑Trade will drive sales growth and expand product presence across bars, lounges, restaurants and hotels. Reporting to the ASM‑MONT, the CDM is responsible for achieving monthly and annual targets while building strong outlet relationships.

Key responsibilities

• Deliver monthly and annual sales targets for Modern On‑Trade accounts and expand distribution across assigned outlets.
• Identify and onboard high‑potential on‑trade outlets to increase business footprint.
• Build and maintain relationships with owners, purchase managers, bar managers and F&B leads; conduct regular market visits.
• Negotiate visibility, placements, activation slots and menu listings.
• Implement brand activation plans, ensure execution of POSM, branding and display assets, and monitor activation ROI.
• Manage order planning, forecasting and stock movement with distributors; ensure compliance with commercial policies.
• Track market dynamics, competitor activities, pricing and consumer trends.
• Maintain accurate outlet‑wise sales tracking, prepare weekly and monthly performance reports, and highlight opportunities and corrective actions.

Required profile

• Strong understanding of Modern On‑Trade channels (bars, lounges, restaurants, hotels).
• Excellent communication, negotiation and relationship‑building abilities.
• Execution‑focused with high attention to detail.
• Strong analytical and planning skills.
• Ability to work independently and manage multiple stakeholders.
• Good knowledge of sales fundamentals and market operations.

Required skills