Regional sales Manager (FMCG) - North

Position Title : Regional Manager - North 2 (FMCG)

Location : Ludhiana/Chandigarh

Reporting Manager : National Sales Head and Dotted Line Managing Director (For P&L Role)

MAIN PURPOSE : Deliver Revenue, Share, Cost and Growth targets of the territory by developing an AOP and executing the same including expansion (ND/WD) agenda, portfolio selling, premium category scale up, channel specific brand /category activation while building capability of the team and passionately focusing on Market Execution.

Key Responsibilities :

- Execute and Deliver territory AOP on value, distribution, costs and share.

- Execute the GTM Strategy for competitive advantage, optimized to capitalize on key growth levers (ND, WD, growth and cost to serve).

- Execute & govern Trade Investment per agreed principles/strategies by channel/customer to support the growth strategy by Customer/Channel.

- Execute superior Brand / Category Activation plans by segment / channel/ customer based on deep commercial insight segmentation.

- Implement and sustain selling Capability /Training and Sales BPTs within the territory.

- Drive In-Store Execution Excellence in order to win at the point of sale.

- Leverage Sales Force automation and standard management reporting to drive data driven decision.

- Executive Owner of large Regional MT/KA wiring in the marketplace.

- Build capability and enhance engagement with distributors to ensure a win-win relationship, ensuring distributor retention.

- Deliver Trade Spend productivity through Discount management, Distributor ROI, Cost/Expense control Measures

- Build capability of frontline team, through coaching and training using work withs, one on one

- Monitor progress against the monthly plan during weekly commitment meetings and monthly review meeting

- Gather / regularly review and timely communication of competitive intelligence (market pulse)

- Be the voice of the customers / consumers within the organisation.

Qualifications / Requirements :

- Sales experience of 12-18 years in FMCG (preferably Foods category).

- MBA will be an added advantage.

- Strong Leadership skills, experience of managing large teams.

- Towering strength in Sales Operation and a passion for Market Execution

- Strong Interpersonal skills to build strategic wiring with Distributors /Customers.

- Drive for results / Plays to win.

- Customer Centric mentality and approach to conducting business in the right manner.

- Strong Commercial experience (Sales, GTM, Trade Marketing, Finance).

- Excellent collaboration skills to effectively represent the needs of the territory while partnering with region leaders / senior management.

- Strong financial understanding to drive / evaluate impact of various business levers.

- Analytical skills ; able to analyse events / data to optimize performance.

- Natural inclination to build capability / Be the Head Coach for his/her team.

- Well versed in Sales Force Automation.

Interactions :

1. Internal : National Sales Head, ASMs, SDM, Trade Marketing, Supply Chain, Finance, HR.

2. External : Distributors, Key Accounts, Transporters and Other agencies.

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