Regional Sales Manager

Key Responsibilities:

1. Sales Strategy and Target Achievement:

- Develop and Execute Strategy: Formulate and implement comprehensive regional sales strategies and action plans aligned with national/company objectives.

- Target Management: Achieve primary and secondary sales targets (volume and value) for the assigned region across all channels (General Trade, Modern Trade, Institutional, etc.).

- Budgeting: Prepare, manage, and control the regional sales budget and expenditure.

- Forecasting: Generate accurate monthly, quarterly, and annual sales forecasts and reports.

2. Team Leadership and Management:

- Recruitment and Development: Recruit, train, coach, and mentor the regional sales team (e.g., Area Sales Managers, Sales Executives) to ensure high performance and skill development.

- Performance Management: Set clear KPIs, conduct regular performance reviews, and motivate the team to exceed sales goals.

- Field Coaching: Conduct regular market visits with team members to observe, coach, and provide on-the-spot guidance.

3. Distribution and Channel Management:

- Distributor Management: Identify, appoint, and manage distributors and channel partners to ensure optimal coverage and service levels.

- Stock Management: Monitor distributor inventory, working capital, and logistics to ensure efficient supply chain operations and minimize stock-outs or expiry issues.

- Channel Expansion: Strategically expand the distribution network and ensure effective 'Route to Market' strategy execution.

4. Market & Business Analysis:

- Market Intelligence: Conduct continuous market research, competitor analysis, and trade checks to identify new business opportunities and counter competitive threats.

- Data Analysis: Analyze sales data, market trends, and performance reports (using CRM and sales analytics tools) to identify gaps and implement corrective actions.

- Promotions: Collaborate with the Marketing team to plan and execute regional promotional activities, trade schemes, and new product launches effectively.

5. Key Account & Stakeholder Relations:

- Relationship Building: Build and maintain strong, long-lasting relationships with key customers, major retailers, and critical stakeholders in the region.

- Compliance: Ensure all sales operations, team activities, and trade practices comply with company policies and industry regulations.