Regional Sales Manager - FMCG - North India

Job Description :

We are seeking a hands-on Regional Sales Manager - North India to drive sales growth across North India by strengthening General Trade distribution, managing key distributors, and executing high-impact sales strategies across GT, MT, and emerging E-commerce channels.

Key Responsibilities :

Sales Ownership:

- Deliver regional sales targets (monthly/quarterly/annual)

- Drive revenue across General Trade (GT), Modern Trade (MT), and E-commerce

Distribution & GT Expansion (Critical):

- Build and expand a strong GT distribution network across North India

- Appoint and manage distributors, super-stockists, and key channel partners

- Improve outlet coverage, numeric & weighted distribution

- Ensure strong secondary sales and stock rotation

Channel Management:

- Strengthen GT channel (primary focus)

- Drive Modern Trade relationships (listing, execution, visibility)

- Support E-commerce teams with regional insights

Team Leadership:

- Lead Area Sales Managers (ASMs) and field sales teams

- Drive beat planning, journey plans, and productivity

- Build a high-performance sales culture

Market Execution:

- Ensure strong retail execution (visibility, POSM, merchandising)

- Build relationships with key retailers and distributors

- Monitor competition and pricing dynamics

Performance Management:

- Track KPIs: sales, coverage, productivity, ROI

- Ensure distributor profitability and healthy channel operations

- Manage claims, credit control, and reporting

Key Result Areas (KRAs):

- Sales target achievement (North region)

- GT distribution expansion

- Distributor ROI and performance

- Market share growth

- Strong retail execution

Must-Have :

- 10 - 12 years FMCG sales experience

- Strong General Trade (GT) background

- Deep experience in North India markets (mandatory)

- Currently in RSM / Sr. ASM role

- Exposure to Modern Trade

Good to Have :

- Experience in personal care / baby care / hygiene

- Worked in mid-size FMCG or D2C offline brands

Key Traits :

- Strong execution mindset

- Hands-on with distributor networks

- Target-driven and field-oriented