Regional Sales Manager - FMCG

Regional Sales Manager

Job Roles & Responsibilities:

- Responsible for leading the leaders to drive sales & distribution of products across entire region.

- Building the future leader through coaching & development

- Restructuring territories and channels for better access of products to consumers.

- Building new brand and channels

- Responsible Primary & Secondary Business with P/L, Top& Bottom line accountability.

- To plan, direct & lead all sales and sales training activities for a specified region

- Develop & implement business strategy for profitability

- Develop & retain field personnel

- Provide ongoing coaching and feedback to regional sales staff through field visits.

- Assist in establishing sales quota for each territory & ensure that the strategies are in place to meet the Plan.

- Ensure all the sales and marketing program are communicated, implemented and coordinated in the region.

- Effectively monitor and controls expenses

- Develop and maintain high level of product knowledge and relevant medical information for self, direct and indirect reports.

- Develop & maintain a thorough understanding of Client base, ensure a close working relationship exists between the organization and Key Accounts and Key customers.

- Support distributors' Sales Force

- Effectively implementing marketing campaign with effective customer conversion & product up gradation

- To help the company stay ahead of the competition In delivering the best value.

- Handle and process customer complaints in timely manner and according to Company policy.

Industry Experience:

- Previous experience in coaching/mentoring Team

- Good understanding of the industry process and function; able to convincingly discuss this with customers, as well as internal and external experts.

Other Skills:

- Impact and Influence: Develops and uses effective strategies to influence others or to gain their support. Open Communication and listening: Ensures an accurate understanding and acts in a way that facilitates open exchange of ideas and information.

- Organizational Awareness: Understand the agendas and perspectives of others; able to recognize. and effectively balance the interests and needs of one's own group with those of a broader organization.

- Planning and Organizing: Effectively identifies, plans, schedules and co-ordinates the resources (People, material, information, time) required to accomplish your goals.

- Essential & Desirable Education/Qualifications/ Work experience/technical skills i.e. what are the 'must haves' for this role

- Should be a MBA and experience in an established FMCG.

- What are the behavioral competencies, ; Must have / nice to have. Culture fit.

Behavioral competencies/Key Skills:

- Good Communication Skills ; Written and Verbal English

- Good Attention to detail

- Industries, Companies to target. Discuss is MNC experience a must, desirable?

- 10+ Years

- FMCG Experience is a must.

- Target companies- example Nestle, Marico, Johnson, Reckitt, Dabur

- Key performance measures/criteria, objectives that the incumbent should demonstrate/achieve:

- Plan and Achieve monthly Sales (primary, secondary) numbers for the Region.

- New Product Launch strategies & their successful implementation

- Increase Market Coverage and development

- Ensure & Maximize team productivity.

- Regular communications of sales call and results to Management, NSM and internal teams.

- Monthly performance reporting to NSM and teams

- Financial budgeting and collections