Regional Sales Manager - Foods - West

Regional Sales Manager West - FMCG - Foods

Only Core Fast Moving Consumer Goods - RSM & NSM experience will be considered

Profile: National Sales Manager

Key Requirements :

- MBA in Sales or Marketing from Top Tier B-School

- Should have 8 to 10 years- of hands-on Sales experience

- At least 2-4 years in Regional Sales Role

- At least 2-4 years of General Trade experience

- At least 2 years of experience in Modern Trade

- At least 4 years of experience of managing teams is compulsory

- Food FMCG companies

- iD Fresh, HUL, Britannia, Nestle, Mother Dairy, Amul, Dabur, Marico, Cadburys, Coca Cola, Pepsi or Parle, Food retailing companies

o Could be Sales Officer in the current company

- Should be smart, energetic & open to work in a dynamic environment

Job Responsibilities & Tasks :

- Build & manage the General Trade business for Company brand and Lead a team to achieve the following on a national level

- Mapping outlets, designing routes, Opening new outlets

- Evaluating between ready-stock & order-taking models

- Managing relationships with key retail outlets

- Managing a team of Sales Officers in General Trade

- Manage the Modern Trade business for Company brand

- Grow the overall business basis company targets

- Implement systems and processes enabling growth

- Manage the day-to-day complexities related to fresh food

- Build, Develop and Lead a Regional and National team

- Developing and implementing sales strategies for increasing market share and profitability on sustainable basis in line with Annual Business Plan (ABP).

- To direct the Sales team and establish sales targets brand wise, pack wise as per ABP, help them in breaking the same geographically, monthly, weekly & daily targets.

- Develop a Go To Market Strategy for new product range

- To motivate & direct Sales team to establish coverage, distribution and display objectives to meet sales targets. - To plan and implement local sales promotion in consultation with marketing

- Have a clear focus on new channels like General Trade and Modern Trade to build Distribution, Visibility and volumes.

- Create a culture of success and ongoing business and goal achievement.

- Manage the use of budgets.

- Define optimal sales force structure.

- Define and oversee sales staff compensation and incentive programs that motivate the sales team to achieve their sales targets.

- Define and coordinate sales training programs that enable staff to achieve their potential and support company sales objectives.

Experience in strategic planning and execution. Knowledge of structuring sales quota goals and revenue expectations. Work requires professional written and verbal communication and interpersonal skills.

Ability to motivate teams to produce quality materials within tight timeframes and simultaneously manage several projects. Ability to participate in and facilitate group meetings. This is normally acquired through a combination of the completion of a Masters Degree in Marketing and ten years of experience in a senior-level sales and/or marketing position

- Develop an RTM Roadmap aligned to the Country Sales growth initiatives.

- Ensure alignment with the channel partners on integrated RTM model and driving RTM execution.

- Managing Interactions with Distributors & influence to invest in RTM Capability & Infrastructure.

- Alignment of RTM initiatives roll-out with Territory's priorities in collaboration with AM/RM's.

- To lead the implementation & transfer of best practices in RTM across territories.

- To coordinate the RTM activities and adjust routes to meet customer needs, improve efficiencies, and ensure appropriate controls &reporting are in place to meet statutory & company requirements.

Operations :

Channel Analytics :

- Understanding of Nielsen Data and building the RTM strategy based on the key observations

- Analyze information and insights against Key Performance Indicators at a Territory level

- Propose goals and KPIs for distributor activities and track ongoing results at a Territory level.

- Recommendation of remedial actions needed for Distribution / Distributor underperformance

- Support Distributor's adherence to trading terms & develop distributor logistics capability in terms of infrastructure, processes and systems.

- Define Distribution requirements & structure (e.g. warehousing, processes, route coverage, tools, people, financing, back office systems) to ensure volume availability by channel.

- Development and deployment of Wholesale Loyalty Programs to deliver the right Selling-In behaviors while driving growth objectives.

- Drive continuous business improvement in the secondary sales to optimize cost efficiencies.

Leadership :

- Assess training needs at distributor level and provide input to trade development team.

- Provide insight & make recommendation to ensure optimum distributors' organizational structure.

- Drive the development of Incentive schemes directed to Distribution Field Force and growth.

Relationship :

- Has an intimate knowledge of distributor business model and financial insights.

- Develop effective working relationship with distributors, suppliers and key trade partners.

- Develop a close working relationship with Sales Managers to better understand their markets.

Job Specific Competencies :

- Understanding of distributor / FMCG operations environment

- Detailed understanding of the tire/auto business in terms of logistics, distribution, sales and channel.

- Experienced in Sales & Route To Market strategy to achieve Picture of Success at the outlet

- Distributor management, Channel Knowledge & Dynamics

- Strong interpersonal skills & ability to work across functional boundaries

- Analytical skills and planning ability

- Strong Communication & Negotiating skills

Job Complexities :

- Align the capabilities of Company's sales force and the capabilities of our channel partners.

- Motivate distributors to invest the resources and develop the capabilities required for RTM success

- Play a strong advisory role to the distributors and guide them on key tools.

- Steward the overall Distribution health of the distributor system.

- All above to be done as an Individual Contributor

Key Measures of Success :

- Should play a pivotal role in contributing to the strategic direction for RTM.

- Achieve the distribution objectives as per agreed Business Plan targets