Regional Sales Manager:

Department: Sales & Distribution

Description:

Responsible for the coordination of Sales and Distribution activities across the assigned region through team performance, development and controlling sales expenses. Effectively drives organizational strategy into ground level execution.

Responsibilities:

Business Objectives:

- Responsible for achieving Primary and Secondary Sales targets across brand/pack for the assigned region in line with Sales Strategy.

- Effectively drive distribution and availability across the region.

- Forecasting and ensuring Stock availability across C&F / Distributors in line with defined MFS.

- Establishing and managing budget and optimizing the trade spends as per budget.

- Implementing credit policy and controls.

- Develop the Go-To-Market strategy for the region in concurrence with the sales leadership.

- Ensuring distributor health and investment as per plan and managing the distributor's business health and hygiene as per company norms.

- Work closely with the National Modern Trade head to enhance channel cohesiveness complimenting each other.

- Effectively motivate and manage the teams - driving productivity and ensure attrition within norms.

Business Operations:

- Develop the sales strategy in alignment with the senior sales leadership.

- Accountable for sales and distribution objectives as per the Annual Business Plan.

- Convert the business plan into executable action plan for the field team.

- Market Growth Mapping to deliver to potential - Identify, Evaluate, prioritize opportunities and execute.

- Study market to identify distribution restructuring needs and manage team ability to make changes.

- Review market analysis to determine customer needs, volume potential, price schedules and discount rates.

- Ensure implementation of field activities like sales promotions, launches, trade promotions, brand building activities and visibility.

- Provide direction to the growth of the company products in the region by establishing better working relationships with distributors, colleagues and competition in the market place.

- Drive forecast accuracy and sales planning and also plan for launch of new product variants.

- Ensure effective management of trade schemes and delivery of incremental growths in his territory.

- Ensure that the company's policies on all commercial, legal, statutory requirements are implemented and complied with.

- Ensuring channelization of cross-functional resources and company investment into the region.

- Oversee BG (Bank Guarantee) renewals and Full and Final settlement closure of distributors within a week of ceasing operations.

- Ensure 100% AOG adherence, Botree Billing and SFA Usage.

- Ensure pricing as per company norms.

- Project the image of the company to all external associates in line with the vision and mission of the company.

Business Analysis:

- Review and analyse business performance of his/her territories.

- Primary, secondary volume and WOD report.

- One-sheeter report - range selling (brand & pack), channel contribution, discount analysis, unbilled retailers.

- SFA Usage report.

People Management:

- Supervise and train the regional team and distributors to achieve sales target.

- Responsible for recruitment, induction and training, deployment and development of all employees in the region to ensure optimal performance from them.

- Set annual performance goals and monitor performance through periodic one-one and team meetings and provide constructive feedback to improve performance.

- Ensure that the field team deliver the business objectives, thereby earning their variable incentive pay-outs.

- Ensure employees remain motivated also through Rewards and Recognition initiatives and programs.

- Responsible for solving the team's concerns and grievances while providing continuous support and counselling.

- Mentor the first line/area manager team. Coach and develop direct reportees to enable them to be better mentors and coach for their front-line sales teams.

Market Intelligence:

- Report competition activities on a weekly basis.

- Identifying evolving industry/market/competitive trends & patterns and devise actionable counter plans.

Accountabilities:

- Responsible for managing the entire region for business excellence.

- Primary & Secondary Volumes.

- Distribution and distributor management.

- System and Process Adherence.

- People management.

Educational Qualification: Master of Business Administration.

Skills:

Hard Skills:

- Ability to handle large business.

- Having a big picture approach to business.

- Strong result orientation.

- Ability to excel under business pressure and deliver against odds.

- Know the business cold.

- Strong selling and negotiation skills.

- Multitasking and multi-priority management skills.

Soft Skills:

- Comfortable with a dynamic and changing environment.

- Strong interpersonal skills.

- Keen learnability and grasping ability.

- Collaboration and Influencing ability.

- Communication skills and presentation skills.

- People management.

Behavioural Traits:

Assertive, Will to Win, Lead by example, Influencer, Result-oriented, Willing to change, Locational Mobility, Self-Confidence and Unruffled.