Regional Manager - Sales & Marketing - Footwear

Position Title : Regional Manager

Department : Sales & Marketing

Work Location :

Grade: AGM/DGM/GM

Travel Required : Yes(50%)

Reporting to: Administrative :

Reported by : 2/3 RSMs and Team Size : 30

Functional : V.P Sales

Educational Qualification : Graduate and MBA

Experience : 14- 21 yrs. of Sales experience in Footwear/FMCG

Any additional requirement :

Purpose of the Position (Job Summary) :

- The incumbent must have 14-21 years- experience in Sales Distribution out of which at least 5 years should be as Regional Head of the Department.

- The candidate must be good in data crunching and presentation skill. Prior experience in FMCG / Footwear industry.

Key Roles and Responsibilities :

Increase Sales from Wholesale Business :

- Developing and implementing sales strategies for an increase of market share and profitability on a sustainable basis in line with Annual Business Plan.

- Ensure Sales Target (Value and Volume) are achieved Quarterly and Annually.

- Increase Net Realization by improving product mix and price increase.

- Ensure Increase in Average Corton Value by portfolio mix/ AOP Target.

- Ensure minimum revenue generated sales of NPDs.

- Have a clear focus on new channels like Institutions and Modern Trade to build Distribution, Visibility and volumes.

- Ensure increase Working Capital Efficiency through maintaining standards inventory.

- Ensure minimum Credit Outstanding in the region.

Customer Orientation :

Relationship Management with Distributor :

- Agree with appropriate call cycles for different distributors based on the business potential of each distributorship. Rigorously maintain call cycle, reporting (weekly) on calls made and product ordered to give visibility.

- Build and maintain Distributor relationships to grow regional sales, keeping in mind the overall goal of the team. Progress will be measured on an annual basis.

Develop and maintain sales opportunities :

- Develop and maintain distributors in consultation with the Head S&M to secure long-term sales opportunities and relationships with the distributors can be developed.

- Work closely with DBRs to develop an annual plan for promotions and advertising campaigns, ensuring that they understand the best means of merchandising product to exploit each promotion to the full. Ensure that DBRs have access to appropriate stock levels to meet the additional demand generated by promotions.

- Work with the marketing team to ensure that DBRs are fully aware of and support planned promotions, tailoring the approach each DBR will take and advising them on the stock levels required to meet demand.

- Provide merchandising assistance (ie through a point of sale material and brochures) and advice to DBRs in order to maximise sales opportunities for Relaxo ahead of competitors. Ensure DBRs are provided with all promotional material to enhance the likelihood of Relaxo product sales.

- Ensure that DBRs are fully conversant with the features and benefits of any new Relaxo product being launched and that the appropriate marketing material is available to them in advance.

Manage administrative tasks in a timely manner :

- Manage product issues (such as recurring faults) at individual DBR level, arranging credits, replacement stock as required, making decisions within the approved level of delegated authority and providing feedback to Product Managers where a recurring fault results in product returns or on-going servicing and repair problems.

- Authorise and allocate transit damage rebates and credits effectively, efficiently and within Company guidelines in order to maintain a positive relationship with DBRs and maximise profitability.

People Orientation :

- To motivate & direct Sales team to establish coverage, distribution and display objectives to meet sales targets.

- Lead and manage the RSMs and ASMs providing clear business direction, setting personal and area objectives with regular coaching and performance feedback.

- With HR create and maintain succession and talent management plans.

- Recruit and develop field sales teams to deliver a robust succession plan. Identify key training needs across the States and work with HR Manager to ensure appropriate solutions.

Internal Business Process :

- Ensure improvement in Stock Availability article wise.

Improve Adherence to Key Sales Processes. :

- Ensure submission of Complete Demand Forecasts as per Timelines.

- Complete & Timely reviews as per sales governance model.

- Ensure minimum days tour plan for Market.

- Competencies

- Technical/Functional Behavioral

- Leadership Competencies

- Business Acumen

- Adaptability

- Leading Others

- Developing Others

- Leadership Presence

- Planning and Organizing

- Result Orientation

- Collaboration

Key Result Areas :

- Quantitative Qualitative

- Increase Sales from Wholesale Business

- Increase Net Realization by improving product mix and price increase

- Ensure growth in New Channels

- Increase Working Capital Efficiency

- Credit Outstanding

- Enable Salesforce effectiveness, expand coverage & engage channel partners.

- Increase Retention

- Completion of performance appraisals as per timelines

Key Stakeholder Management :

- Internal External

- Regional Sales teams

- Marketing

- Corporate Communication & NPD

- Production Planning & Logistics

- Distribution and Sales Support

- Distributors

- Retailers