Regional Sales Manager - FMCG

Regional Sales Manager

The ideal candidate will prospect and close sales leads to help generate revenue for the company.

They will also be responsible for developing, implementing, and evaluating the sales strategy.

They will have strong management and coaching skills to support the learning and development of the sales team.

The Regional Sales Manager (RSM) will be responsible for leading and managing sales operations.

across a larger geographical region, encompassing multiple Area Sales Managers (ASMs) and their respective teams.

This role involves developing and executing long-term growth strategies, achieving ambitious sales targets, optimizing distribution networks, building strong relationships with key regional accounts, and driving overall sales growth for companys range of chocolate and confectionery products.

The RSM will provide strategic guidance, mentorship, and support to the sales teams within the region, ensuring efficient and ethical sales practices and maximizing market penetration.

The RSM will focus on selling solutions to customers, cultivating strong relationships.

With key stakeholders, and expanding company's presence in both traditional and emerging channels.

Responsibilities:

Regional Sales Strategy and Planning:

- Develop and implement comprehensive regional sales strategies and business plans.
to achieve company objectives, with a focus on long-term growth.

- Set ambitious sales targets and KPIs for the region, aligned with overall company.
goals.

- Analyze market trends, competitive activities, and regional performance to identify.
opportunities and challenges.

- Prepare accurate sales forecasts, budgets, and reports for the region, providing.
regular updates to senior management.

Sales Team Leadership and Management:

- Recruit, train, mentor, and manage Area Sales Managers (ASMs) within the region.

- Provide strategic guidance, coaching, and support to ASMs to enhance their.
leadership and sales effectiveness.

- Foster a high-performance culture within the regional sales team, promoting.
collaboration, accountability, and continuous improvement.

- Conduct regular performance reviews and implement development plans for ASMs.

Distribution Network Optimization:

- Evaluate and optimize the distribution network across the region to ensure efficient.
product availability and market coverage.

- Identify and appoint new distributors or restructure existing networks to maximize.
sales and market penetration.

- Negotiate and manage agreements with key regional distributors, ensuring.
alignment with company policies and objectives.

- Monitor distributor performance, analyze sales data, and implement corrective.
actions to improve efficiency and effectiveness.

Key Account Management:

- Identify, develop, and maintain relationships with key regional accounts, including.
large retailers, wholesalers, and food service providers.

- Negotiate and manage regional agreements with key accounts to maximize sales,.
profitability, and long-term partnerships.

- Ensure high levels of customer satisfaction and address any complex issues or.
concerns promptly and effectively.

- Focus on selling solutions to meet customer needs and build long-term value.

- Develop strategies to create rapport with key stakeholders within customer.
organizations.

New Business Development and Market Expansion:

- Identify and explore new business opportunities within the region to expand the.
customer base and increase sales.

- Develop and implement strategies for new market entry and product launches.
within the region.

- Analyze market potential and identify growth areas for companys products.

- Drive expansion to smaller and rural towns to increase market penetration.

- Develop plans to update and grow sales in alternate channels such as QSR (Quick.
Service Restaurants), home bakeries, cloud kitchens, etc.

Brand Management and Marketing Alignment:

- Ensure effective execution of brand promotion activities and marketing initiatives.
across the region.

- Collaborate with the marketing team to develop and implement regional marketing.
campaigns and trade promotions.

- Monitor brand performance and provide feedback to the marketing team on.
regional market trends and customer preferences.

Product Management and Pricing:

- Provide input on product development and ensure successful implementation of.
new product launches in the region.

- Develop and manage regional pricing strategies to optimize profitability and.
competitiveness.

- Be seen as a regional Subject Matter Expert (SME) on companys product knowledge,.
Unique Selling Propositions (USPs), and Sales & Distribution (S&D) strategies.

Compliance and Ethical Practices:

- Ensure adherence to company policies, procedures, and ethical practices across the.
region.

- Monitor and ensure proper administration of claim processing, discount policies,.
and other sales-related processes.

- Promote a culture of integrity and compliance within the regional sales team.

Market Intelligence and Reporting:

- Gather and analyze market intelligence, including competitor activities, customer.
feedback, and industry trends.

- Provide regular reports to senior management on regional sales performance,.
market conditions, and key business insights.

- Be abreast of industry developments and adapt sales strategies accordingly.