Regional Sales Head - Consumer/FMCG/OTC Business

Regional sales Head - North/Consumer/FMCG/OTC

Company: FMCG/OTC

Designation: Regional Head - North

Delhi, Punjab, Haryana, Rajasthan, J&K, UP, Uttarakhand

Location: Delhi

Batch: 2013-2014-2015-2016-2017

Role and Responsibilities:

- The RSM oversees the sales performance, strategy and supports in making the RTM strategy of the respective region in India by managing the distributor network.

- He/she helps in efficient planning for the supply chain team by providing accurate forecasting and analysis.

- He/she guides and trains the Area Sales Managers, Sales Officers as well as coordinates with the Medical Zonal Manager and his/her team, and CFAs to manage all channels including Chemists, MT, GT and CSD.

- Develop Region level sales plan/blueprint & GTM strategy to achieve sales objectives of the region and develop initiatives at region level in the areas of market development, distribution expansion and sales operations

- Achieve volume and value objectives of the assigned region within budget, time, and policy parameters

- Develop and maintain efficient distribution network to ensure comprehensive availability of companys products and services across the region

- Conduct regular market visits to assess coverage, competitor activity and search for white spaces/opportunities to develop/increase sales

- Ensure accurate Sales forecasting based on sound analysis and support the supply chain team for correct planning

- Ensure hygiene factors - appropriate technology access, smooth claim processes for the distributors

- Ideate & execute Trade Marketing initiatives for the region

- Deploy Sales IT solutions to drive efficiency in the region

- Recruit, motivate and train the team of ASMs, SOs and DSRs and provide strong leadership to the team to drive business growth.

- Develop and coach the team to take on higher responsibilities, identifying training needs and potential

- Conduct regular reviews with the team and assist the team in strategizing and achieving the targets.

- Track competition activities. Ensure proper and immediate information sharing / feedback for appropriate and timely action.

- Collaborates with support functions and internal and external stakeholders like Sales development, Trade Marketing, HR, Finance, Medical Zonal Manager, Medical Reps, CFAs, distributors, and retailers

Job Specifications:

- MBA with 10+ years of experience in an FMCG organization of repute

- Strong experience in handling distributors with proven sales record

- Experience deploying best in class processes & GTM deployment

- Strategic mindset, execution excellence, stakeholder management, effective presentation, negotiation and interpersonal skills, Team management skills