Regional Sales Head - FMCG - IIM/FMS/MDI/IIFT/SPJIMR/XLRI

Business Objectives :

1. To create & achieve Annual Business Plans/ Quarterly Business Plan for the defined region, referring to budgets, coverage and volume through the team.

2. To achieve volume and value objectives of the assigned region within budget, time and policy parameters through efficient control of distributor network under charge.

3. To achieve market share objectives.

4. Activate and Manage Sales infrastructure, Re-distributors, Super Distributors, Distributor Salesmen, etc. as per aligned activation objectives.

5. Planning New Product Launches and ensure effective execution of launch.

6. To ensure accurate Sales forecasting - SKU wise for the region based on sound analysis and support the supply chain team for correct planning.

Distribution Management :

1. To effectively manage C&F agents with periodic monitoring of sales, collections and services.

2. To achieve numeric and weighted distribution objectives through stable trade channel partners.

3. To review distributors ROI and thereby ensuring healthy earnings and also meet channel margin objectives.

4. Ensure hygiene factors i.e. timely claim processing for the distributors/CFAs with the help of the Regional Sales team.

5. To create urban and rural aggressive rural penetration/ coverage plan and thereby achieving it through innovative distribution models.

6. To create separate GTM for large pack and attain large pack distribution objectives.

7. To effectively use merchandising tools in the market and attain desired visibility.

Monitoring Competitor & Sales Development Activities :

1. Continuously monitor competitor activities, conduct competitor analysis, keep abreast of market trends.

2. Monitor Activities and Sales Promotions on weekly / monthly basis to determine deviations from plans in order to take necessary corrective actions.

3. To effectively plan & execute various sales development activities required to meet the business objective.

People Management :

1. Hire, train and appraise sales force in line with the business and Organization requirements.

2. Managing and mentoring sales teams to enable achievement of pre-set targets as defined in the Goal sheets.

3. To increase the productivity of sales force through effective support and guidance in the form of education and training on the job.

4. Develop and coach the team to take on higher responsibilities; identifying training needs and potential.

Reporting :

1. Report Accurate Timely Information as scheduled and in the defined automated process and system.

2. Ability to plan deploy and track and continuously develop and improve existing systems.