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Regional Manager - Sales - FMCG (7-10 yrs)
Job title: Manager, Regional Sales
Role: Director
Reports to: Sales Head
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 regional budget and overall admin
ESSENTIAL DUTIES AND RESPONSIBILITIES
Need person with rich exposure in "General Trade".
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 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
- 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 the closure of commercial issues and manage financial health of the region
4. Works with RSM for better management of defectives, TP coverage by field service team
EDUCATIONAL QUALIFICATIONS
Full-Time MBA
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
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