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19/05 Neha Jain
Associate Principal - Retail at ABC Consultants

Views:1722 Applications:608 Rec. Actions:Recruiter Actions:601

Regional Manager - Sales - FMCG - South & East Region (10-15 yrs)

Bangalore Job Code: 823126

Spearhead Sales function in the 2 zones (South & East India) through HORECA, Modern Retail, General Trade functions for premium beverages/foods / related products. Someone having worked in Emerging Channel would be of advantage

Sales and Commercial Performance :

- Develop a plan and sales strategy that ensures attainment of the regional sales goals and profitability, as agreed upon with Head sales

- Prepare and assign the sales budget within the team and monitor the performance against the budget

- Initiate and coordinate development of action plans to penetrate new customers

- Negotiate terms and conditions with new accounts and prepare a proposal for management's review

- Keep a track of customer sales on a monthly basis for all brands.

- Direct the sales team for all sales activities in related channels and operations, including distribution management of key brands in existing and new markets, merchandising / placement of point-of-sales materials, pricing, etc.

- Conduct monthly reviews with team and management on sales performance, growth prospects, and challenge resolution.

Operational Effectiveness:

- Create and run an efficient route to markets for existing or new markets.

- Manage the stock levels at distributor point & availability in outlets efficiently

- Monitor pricing of the products in all accounts

Market Visits & Promotions :

- Ensure proper coverage of the market on a regular basis as per the agreed Plan.

- Ensure all market commitments are fulfilled in a timely manner.

- Ensure proper follow up and implementation of all promotion programs.

- Maintain and grow relationships with all accounts in the area.

Credit & Payment Collections :

- Monitor account receivable in the trade in accordance with credit control procedures/ratings and objectives set by the Company including to minimize bad debts and to regularly review credit limits

- Keep an eye on the financial status of each customer in order to minimize bad debts

- Ensure collections within the due date

Trade Relationship :

- Manage the team in building up an effective and smooth relationship with customers in order to optimize operational effectiveness, business performance and goodwill

- Establish excellent relationship with trade customers including key management of outlets

- Manage directly and lead relationship with partners key decision-makers

Competitors analysis :

- Organize a smooth bottom-up information flow

- Monitor and assess competitors- activities, market changes, and trends and recommend timely and effectively responsive actions

Team Development & Supervision :

- Manage the sales team on the ground.

- Provide support and coaching to sales executives in the team.

- Supervise the team, to the necessary level for the efficient and effective operation of the team.

- Lead the team meeting to review and update the market activities and information.

Women-friendly workplace:

Maternity and Paternity Benefits

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