Lotus Herbals - Retail Head/Regional Business Manager

Position : Retail Head/Regional Business Manager

Experience : 5 - 10 Years

Role: Retail Head (EBO)

Location: Gurgaon

Skills required : Person having exposure in Expansion of store, Handled the premium category, create strategy, handle budgeting, Excellent communication & personality etc.

Mandate : Person should have at least minimum of 2-year experience in their current organization & having regular graduation or Post graduation .

Position Title

Regional Business Manager (responsible for zones allocated)

Department(s) Sales - Lotus Herbals / Lotus Make-Up

Reporting Manager National Sales Manager

- As a Regional Business Manager you will be responsible for identifying and cultivating new strategic alliances and managing existing ones. The position will report directly to the President of Sales and will work in a collaborative environment with our sales team to maximize revenue opportunities and optimize profits. The individual will increase the company's market share by building strategic relationships in a highly-segmented marketplace comprised of distributors, channel partners etc. The Regional Business Manager will be responsible for a geographic territory, vertical market, or named account list.

- This person will manage relationships with other staff functions to ensure appropriate resources are available and focused to support selling objectives. The purpose of your job is to accomplish the mid- and long-term Organizational Sales goals by developing the most aggressive and strategic sales plans and ensuring execution of the sales policies, plans and KPI, manages the talent, coordinates and collaborates with marketing in accordance with the sales strategy and systems.

- Develop and implement strategic sales plans and forecasts to achieve regional targets and projected growth;

- Develop and implement strategic sales plans to accommodate corporate goals;

- Direct sales forecasting activities and set performance goals accordingly;

- Analyze and control expenditures of division to conform to budgetary requirements;

- Assist marketing group in monitoring competitor products, sales and marketing activities;

- Establish and maintain relationships with industry influencers and key strategic partners;

- Represent company at trade association meetings to promote product;

- Assist sales team with maintaining relationships and negotiating and closing deals;

- Prepare periodic sales pipeline reports showing sales volume and potential sales;

- Review and analyze sales performances against plans, and to determine effectiveness;

- Cultivate and maintain effective business relationships with executive decision makers in large accounts;

- Close monitoring of the competitor's activities and preparing strategic plans to compete with competition in close collaboration of the respective Brand Team.

Knowledge and skills

1. Education and Experience

- 5-10 years of marketing and sales experience with consumer products

- Demonstrated sales experience in FMCG segment

2. Job Specific Skills

- Excellent Oral and written communication skills

- Consultative selling skills

- Ability to understand and apply market intelligence to sales strategy

- High level of financial and business acumen

- Team handling and relationship building skills

- Ability to use technology and analysis tools (Excel, Outlook, web, databases)

- Executive presence to influence senior decision-makers

KRA's /KPI's

1. Sales Target Achievement and achievement of projected growth

- Monitoring implementation of sales strategy and achieving sales and revenue targets

- Achieve YOY Projected Growth

- 100% Sales Target (60% of weightage)

- 70% Category Target (20% of weightage)

- 25% YOY Growth (Skin)

- 35% YOY Growth (Make-Up)

2. Distribution Target Management

- To monitor and regulate the product penetration in the market (depth and breadth both)

- To continuously increase the weighted distribution target

- Numeric Distribution Target >15%

- Weighted Distribution Target >30%

3. Team Management & People Development

- Able to delegate work to team appropriately and monitor their performance regularly

- Develop the capabilities of the team by training/coaching/handholding and regular performance reviews

- Able to guide and motivate team appropriately in order to reduce attrition

- Able to network in the industry and do timely vacancy management

- Able to train on objection handling and negotiation skills

- Number of ABM/ASM,BDM developed and are ready to take on higher level of responsibilities

- Attrition < 12% & Vacancy Management

4. Launch of new products in collaboration with internal and external customers

- Able to launch and position new products successfully in collaboration with the marketing/Brand team

- Able to enlist support and recommendations of Key Opinion Leaders for the same

- Min 75% of New product Target

5. Expense Management

- Ability to work with the philosophy of profit maximization and cost minimization with resource optimization

- Effectively manage and maintain POP tools

- 100% of achievement of Expense budget