Regional Sales Manager - General Trade - FMCG - IIM/MDI/ISB/FMS

Job Title (India Specific): Regional Sales Manager - South

Function: Consumer

Location: Chennai

Purpose of the position:

- Responsible for coordination of sales & distribution activities in South India. Accountable for achieving sales objectives, distribution objectives, team performance & development and controlling sales expenses. Directs and defines the sales strategy of the organization.

- Creates opportunities and oversees the development of strategic sales initiatives.

General Responsibilities:

- Defines and directs the sales strategy for the region. Oversees the strategic development and implementation of sales strategy. Builds strong relationships with key leaders, partners, stakeholders and customers, internal or external to the sales organization.

- Helps his team to identify, develop and retain relationships with customers/ distributors via timely agenda settings, improving distribution processes and review. Develops and strengthens relationships with strategic and top customers.

- Assesses, develops and deploys network strategies for maximizing reach and improving retail service levels

- Creates opportunities and identifies high-level differentiation strategies for franchises and channels. Evaluates local context for maximum advantage and assesses related investment decisions.

- Delivers Brand, Channel & Distribution Outcomes in line with plans for region.

- Directs the activities of the regional team & field sales staff to ensure compliance with business plan and company policies. Establishes sales territories, quotas, and goals and advises staff. Studies market to identify restructuring needs and manages team ability to make changes.

- Studies marketplace trends and changes taking place for implications to business. Reviews market analyses to determine customer needs, volume potential, price schedules and discount rates. Works with marketing analytics team to influence strategy and provide forecasts.

- Establishes and manages budgets, forecasts and reports. Scrutinizes regional expenses against budget. Develops cost control policies when necessary

- Mentors the First Line Manager/Area Manager team. Coaches and develops direct reports to enable them to be better mentors and coaches for their front line sales teams.

- Focusses strongly on Talent Development within team and ensures optimal team performance by leading from the front and helping them find solutions

Qualification:

Must have

- Post Graduate studies in Business Management from a Tier 1 Business School (batch 2009-10 only from top 10-15 B- Schools)

- Around 8+ years of total experience

- Minimum 6 years of FMCG Sales field experience with Multi-category companies

- Experience in Diverse commercial roles

- Proven track record of leading teams successfully on key attributes

Desired:

- Understanding of geography preferred

- Multi- geography exposure preferred

- Experience in Field based as well as Head Office based roles

- Experience in Strategy as well as Delivery based roles

- Experience in Leading through change