Regional Manager - General Trade - FMCG - IIM/ISB/MDI/FMS

Description:

ONLY FMCG EXPERIENCE

RSM - General Trade

Role Purpose:

- Build the General Trade business almost from scratch in the assigned region

- Establish a complete distribution network and a high-performing sales team

- Drive market expansion, retail availability, and sales execution

Key Responsibilities:

Distributor Appointment & Network Development

- Identify and appoint Super Stockists and Distributors

- Set up a complete distribution structure: SS, distributors, sub-stockists

- Ensure infrastructure readiness, ROI standards, and compliance

Business Setup & Expansion

- Create a regional GT launch and expansion plan

- Improve numeric and weighted distribution

- Develop route-to-market and beat plans for beverages and food categories

Managing Primary and Secondary Sales

- Achieve monthly primary sales targets through efficient billing to distributors

- Ensure timely order generation, dispatch planning, and distributor stock health

- Drive secondary sales through structured team execution and regular market coverage

- Track daily, weekly, and monthly secondary sales through SO/TSI reporting

- Balance primary vs. secondary to maintain a healthy and realistic sales pipeline

- Manage trade schemes, claim settlements, and in-market activation to boost secondary sales

- Ensure distributor inventory norms, credit discipline, and rotation

Team Building & Leadership

- Hire and lead ASMs, SOs, TSIs, and merchandisers

- Train and develop team capabilities

- Set and monitor sales targets and execution KPIs

Market Intelligence & Strategy

- Analyze GT market dynamics, competition, and pricing

- Identify growth opportunities and execution gaps

- Coordinate with marketing for trade promotions, sampling, and visibility

Sales Operations & Execution

- Plan and deliver monthly and annual sales targets

- Drive distribution, coverage, visibility, and retailer engagement

- Manage claims, trade schemes, and secondary automation

Relationship Management

- Maintain strong relations with distributors, retailers, and wholesalers

- Negotiate trade margins, scheme structures, and commercial terms

Key Requirements:

- MBA from Top B Schools with 7+ years of FMCG General Trade experience

- Age bracket 30-38 yrs

- Proven experience in launching new regions or building business from scratch

- Strong distributor network knowledge and market relationships

- Hands-on, entrepreneurial, and execution-focused

- Ability to build and scale teams