Regional Head - Sales - FMCG/FMCD - East

Role : RSM East

Reports to : Head Sales

Team : 20-25

PURPOSE : To own regional sales performance including P&L, volume and market share, TP coverage and product mix strategy, and demand planning for distribution, direct dealer and MT channels for all categories except

ESSENTIAL DUTIES AND RESPONSIBILITIES :

Planning :

- Owns the development of regional sales strategy and business growth plan for existing/new TPs.

- Owns development of monthly demand plan for the region.

- Drive sales target-setting for BMs, and conducts periodic reviews.

- Manages regional TPI budge.

Sales Activation :

- Manages category and channel analytics and competitive product performance within the region.

- Leads management of BTL initiatives.

- Manages deployment of TPI and trade schemes in coordination with branches.

People Management :

- Drives learning, talent development, and inclusiveness.

- Trade Partner Management.

- Develops TP engagement plan and maintains optimum call cycles to build and strengthen TP relationships.

- Identifies evaluates new TPs and manages the conversion of difficult accounts as needed.

- Identifies and recommends sales training opportunities among TPs.

- Leads representation in regional events to support business development as required

Operations :

- Oversees all marketing and key account management activities for the region.

- Oversees all sales logistics for the region for finished and defective goods.

- Owns general administration for the region.

Education : MBA with 10-15 years of experience