Regional Manager - Sales - FMCG

Job title: Manager, Regional Sales

Reports to: Sales Head (PAN India)

Division/Department: Sales

Work Location: Assigned regional office

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 Built-in, and manage a regional budget and overall admin

ESSENTIAL DUTIES AND RESPONSIBILITIES

Planning

- Owns 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 on WOIL and competition product performance within 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

Networking

External: 1. Collaborate with trade partners

Internal:

1. Works with Head-Sales Dev, Head- Key Acc. SalesNB/NC to drive vol./value targets

2. Works with RHR for sales force pipeline and productivity management

3. Works with RCM for closure of commercial issues and manage financial health of region

4. Works with RSM for better management of defectives, TP coverage by field service team

EDUCATIONAL QUALIFICATIONS

Full Time MBA AGE EXP 12-14 years

KNOWLEDGE, SKILLS AND ABILITIES

TECHNICAL

- Result- driven approach

- Strategic Thinking

- Relationship management/partnering MANAGERIAL

- Lead with speed - agility, focus and confidence

- Own it - be personally & collectively accountable for results

- Straight talk - Share honestly, transparently and timely