Regional Sales Manager - General Trade - FMCD

Purpose of the job : Regional Sales Manager is accountable for business development, channel management & achieving sales target in the assigned region - West

Main Accountabilities :

Sales Performance and Target Achievement :

- Achieve monthly, quarterly and yearly sales volume & targets as mutually agreed with the reporting manager by generating primary and secondary sales for the assigned region

- Plan, prioritize and manage personal sales activities and customer/prospect contact within assigned region, towards achieving agreed business aims

- Maintain and develop existing and new customers through appropriate propositions and sales methods such as presentations, cold calls, meetings, follow up calls and relevant internal liaison, to optimize quality of service, business growth, and customer and satisfaction

- Keep self-updated on market dynamics by understanding where business opportunities are higher

- Estimate / forecast demand based on market dynamics and past performance of the distributor and dealers and share the prospect list with the reporting manager

- Conduct sales presentations and demonstrations for existing and potential customers

- Detailing/presenting product features, operation, support services and outlining the resulting value propositions to customer

- Generate / maintain a potential customers' database through references, presentations, client visits, competitor analysis etc

- Ensure pricing and margins as per company terms and conditions

- Implement / operate all schemes and promotional activities as decided for the assigned region

- Make accurate, rapid cost calculations to provide customers with quotations and negotiate if required for closing sales while ensuring adherence to company norms

Sales Analysis :

- Analyze monthly product wise distributor and dealer sales in the assigned region and share implications of the same with reporting manager so as to identify areas of network expansion / correction

- Identify market share for company products within the assigned region

- Identify key products and outlets/other locations for visibility marketing activities

Channel Development and Performance :

- Coordinate and liaise with the distributor on a regular basis to ensure sales and analyze and evaluate distributor's performance by monitoring the secondary sales in distributors channel

- Assist in enhancing distributor's business by increasing secondary sales and liquidating his stock by developing and implementing special sales activities, thereby increasing primary sales

- Ensure distributor is sharing the company specified margin within his distribution channel i.e. the dealers

- Assist distributor in inventory control and order placement to v, on the basis of key prospects, past business performance and repeat orders

- Maintain minimum number of active dealers in the region as agreed with the reporting manager

- Management of the channel relationship with all targeted channel customers and prospects during the sales process, including maintaining relationship with contacts within the customer and channel partner, keeping sales / account information up to date for internal records, and attending sales and management meetings pertaining to the customer

- Introduce new products to dealers, implement new marketing plans

Payments and Collections :

- Constantly follow up for collections against outstanding payments with distributors

- Ensure payments are realized within the credit period

Support in Marketing activities :

- Assist in planning and supporting local marketing activities to agreed budgets and timescales, and integrate personal sales efforts with other organized marketing activities, e.g., product launches, promotions, advertising, exhibitions, consumer surveys

- Assist in organizing consumer surveys within the assigned region along with the Marketing team

Monthly Reports and MIS :

- Receive distributor's sales and stocks report and analyze the same to share implications with reporting manager.

- Provide detailed fortnightly status on progress of sales efforts

- Receive Dealer sales report from distributor by 15th of every month for analysis of sales data and sharing implications around the same with Reporting Manager

Market Knowledge :

- Update reporting manager on any forthcoming product developments and special promotions, new product and service opportunities gathered through field activity within the assigned region

- Acquire, maintain and analyze data on the market activities, trends and competitor strategies pertaining to related products to understand the changing pattern of competition

Key Dimensions :

- Sales Target

- Sole responsibility of driving the sales target for the assignment state or City

- Distributor & Dealer Expansion and Management

Direct reporting positions :

- Internal - None

- External - Distributor sales team, In-store promoters