Regional Sales Manager - FMCG - West

RSM-West

- Implementation of Regional Sales Strategy in line with the Groups overall strategy

Converting the business strategies to Annual Sales Plans for the region with a focus on each of the following :

- Market Share - Geography wise

- Customers

- Channels

- Product Categories

- People Development

Business Key Result Areas :

- Consistent Top-line & Bottom-line target achievement for all geographies, brands, categories

- Ensuring effective Brand Coverage/Presence through distribution & placement

- Developing & maintaining the Market Share

- Channel Development

- People Development

Operations :

Sales Management :

- Effective Sales Forecast, Budgeting & Achievement as per plan

- Sales Plan Preparation Targets, territories, products, sales team

- Sales Team Goal Setting & Target Management

- Channel Development & Management

- Ensuring fair & thorough implementation of the Trade Schemes as planned by the Marketing Team of each SBU & the Sales Head

- Achieving the Product Mix Targets of the region

- Sales Team Building, Development, Sales Reviews & Performance/ Productivity Management

- Customer Relationship Management

- Inventory Management for the region

Business Intelligence & Analytics (External & Internal) :

- Internal Business Data Analytics: sales reporting, secondary tracking etc

- External Market & Competitor Information for various decisions Pricing, Trade Schemes, Products, Policies, etc

Policies & SOPs Implementation :

- Sales Process Implementation - From Prospecting to After Sales Service

- Distribution Policies & Channel/Partner SLAs

- Customer Credit Policies

- Returns Management

All other policies implemented from time to time

Liaison :

- Commercial Team/ Distribution Team/ Government officials (if required) etc