Managing Partner at Pure Energy
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Regional Manager - Sales - FMCG (11-16 yrs)
Role : Regional Manager (with P&L responsibility for the Region consisting of multiple states, and with multiple functions)
Regional Manager - North (should have handled multiple states in the North especially UP & NCR) or if
Regional Manager - South (should have handled multiple states in the South especially Karnataka & AP)
Regional Manager - West (should have handled multiple geographies in the West, especially Mumbai and Maharashtra)
Reporting to : National Sales Manager
Reportees : Area Sales Managers/ Zonal Sales Managers and their respective teams
Key Accountability : strategizing, planning and ensuring the company's sales objectives are met. Volume targets and category targets, manage and lead ASMs whose role is to ensure primary, secondary and tertiary sales (Distribution intensive).
- Generation of sales at every level.
- Fixing the norms according to sales plan
- Very Strong on Developing Distribution channel
- Strong Process knowledge of sales operations & MIS
Territory Development
- Achieving the coverage target.
- Maintaining infrastructure according to turnover
- Review of finance and infrastructure
Cost controls and improving cost efficiency.
- Improving scheme cost effectively.
- Monitoring channel payment.
- Ageing control of stocks
People Development
- Governance and Motivation of entire Sales Team and Partners with high morale
- Coach, Train, Guide and measure to ensure better productivity
- Develop skills of subordinates including succession planning.
Reporting and Feedback
- Daily sales reports in time
- Feedback reports of new launch products
- Immediate feedback of competitors- activity.
- Presenting monthly reports and a strategic perspective.
Main interactions :
Internal : Marketing Team, Sales Team, Regional Business Head, Commercial Team, Depot I/c
External : Distributors, C & F Vendors, Retailers, Trainers & Consultants, Agencies
Competencies :
- Customer Centricity
- Strategic thinking with an Execution Bias
- Coaching and Influencing skills
- Ability to manage teams
- High Entrepreneurial Drive
Ability to foresee future requirements keeping in mind the changing organization needs.
- Ability to do multi tasks and be comfortable with some ambiguity
Candidate's Profile :
- MBA from a premier/ recognized university
- Experience in FMCG products (eg. Confectionery, Stationery/ Writing Instruments, Biscuits, Agro/ Food Products, Snacks, Prepaid-Telecom)
- Very strong Demonstrated Sales & Distribution ability, must have led a team which has handled general-trade outlets (non-wholesale) coverage for at least 2-3 yrs
- Team Handling should have been for around 5-10 ASMs or equivalent for at least 2yrs
- Ideally entire tenure should have been in FMCG industry
- Extremely good communication and presentation skills
- Young (born 1976 or later) and Hard-working (exhibited through having directly worked in the market with and supervised DSRs/ PSRs, Sales Officers, Executives and ASMs)
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