L'Oreal - Regional Manager - Sales Development - Consumer Products Division - North Region

L'Oreal - Regional Sales Development Manager - North (CPD)

JOB DESCRIPTION:

Team Management:

- Manage the Regional SDM team covering diverse responsibilities from Merchandising, Training, Sales Planning and MIS

- Ensure team deliverables are in line with Commercial Strategy and ensures regional needs are catered to

- Use team and regional connect to enhance/customize national plans for regional execution

Sales Planning:

- Customize, implement, & track trade & marketing business drivers on field to help improve the business extraction within CTS

- Enrolment and restructuring of Channel loyalty programs from time to time

- Own the monthly BPP process execution at the regional level

- Periodic Manpower resource planning and infra planning for the Sales Teams.

- PSR/SSR/ISR/Merchandiser/Promoters) - identify gaps/ bottom boxing etc

- Regional initiatives/ projects - Identify specific gaps and Conceptualize and Drive projects at a Brand x Channel x Geography level for the Region

MIS:

- Support the Sales team with robust and timely MIS Reports and Dashboards on key sales KPIs (distribution/ focus products) and New launches in the region

- Nielsen benchmark on strategic brands and check progress intermittently

- Own the deployment of DMS (Suvidha) and SFA (Suvidha Mobile/Parinaam/Proanto) solutions. Feed back the HO teams with development opportunities.

- Regional intelligence on competition tracking and liaison with HO SDM/Marketing

Administration:

- Timely HO submissions on incentives/program performance/Key accounts data for timely program payouts and sales incentive processing (both for on-roll and secondary sales force)

- Month sales secondary closures in alignment with the sales team and HO coordinator/IT

Merchandising:

- Merchandising/dominance executions of Program stores and unpaid visibilities

- Agency/3P management

- POSM Movements and utilization tracking.

- Initiative/Events calendar for the region

- MT installations and maintenance

Sales Training:

- Identification of training needs of the secondary sales force

- Quarterly training calendar( OJT/classroom) and organizing quarterly annual meets ( QAMs) to roll out the quarter broad plan till the last mile

- New Joinee product training

- On ground execution check of new initiatives ( Suvidha Mobile/MSS etc.)

- Secondary sales force evaluation and attrition data

Key Competencies:

1) A planning mind-set to understand and implement the science and art of sales planning

2) Excellent stakeholder management skills and ability to work in a cross-functional environment

3) Analytical skills to interpret performance and drive insights

4) Good communication and presentation skills

5) Good understanding of systems and processes