Regional Sales Manager - General Trade - FMCG - South

Job Role:

To give strategic direction to the team, achieve Sales & Market Share targets for the region, develop and implement strategies to increase distribution, manage financial parameters, ensure all financial & regulatory compliance in the branch, collaborate with Demand Generation & Cross Functional stakeholders and develop a strong second line leadership in the sales team so that trade objectives for the branch are achieved.

Job Responsibilities:

1. Give strategic direction to the Region and ensure the achievement of the topline sales number

- To plan and achieve the sales targets

- To plan and achieve the distribution targets

- To control & monitor sales returns, damages, expiry stocks, etc. as per company norms

2. Deliver Market Share Goal at Category Level for the Region

3. Ensure Financial compliance by way of:

- Implementing credit policy and credit controls

- Monitor and control spends in the Region (Over Heads and Trade Marketing)

- Overall responsible for timely &risk-free realization from the customer(distributor, institutions & cooperatives)

- Plan & Deliver on initiatives

4. Business Planning for the Region

- Monitor market coverage through ASM / TSE and distribution network

- Monitor implementation of Distribution plan across ASM territories in line with Trade plans

- Conduct monthly Regional Team Meeting for ASMs and review area performance and forecast every month

- Attend the meeting of the all ASMs with TSEs at least once a year

- Work closely with the Medical ABMs and RMs of the region

5. Distribution Management & stock planning for the branch

- Monitor pipelines across the Region (C&F) and Distributors

- Plan & Monitor execution of the secondary sales plan through the ASM - Area wise, TSE wise, Brand wise, SKU wise

- Lead a Regional Team Meeting along with the Customer Service

Manager and review area wise trade forecast

- Involve the Regional Manager : Modern Trade and Regional Manager : Customer Marketing in the Regional Meet

- Participate in the Trade BU Forecast meet at Head Office along with the other Demand Planning, Supply Chain, Vertical Heads in the Trade BU & the HO marketing team

6. Code of conduct and compliance to stat / regulatory/QA norms

- Ensure branch adherence to code of conduct

- Ensure branch adherence to sales SOP

- Conformation to all financial and administration systems

- Compliance to statutory and regulatory norms

- Ensure that the branch team handles Legal Issues, PFA issues, packaging defects etc in consultation with HO Teams

- Checks stock hygiene & engages with customers/officials on QA related issues as per organization guidelines

7. Administration Responsibilities:

- Ensure proper documentation of spends in the branch

- Ensure proper capturing of sales MIS at the branch - Primary & Secondary Sales

- Provide necessary support to the BU Head trade to run the trade BU

- Track competitor activity and create a database for the same

- Ensure timely submission of the trade to the BU Head

8.Develop team through coaching, training and reward management

- To motivate and provide leadership to the trade team in the branch

- To work with all ASM's & TSE as per guidelines

- Facilitate and support training for the ASM's and their teams

- To manager careers within the branch and actively engage with other branch heads, vertical heads in the trade BU to facilitate cross functional exposure for the team.

- To reward superior performance in the branch through timely recognition

9. In Store Retail execution & Localized Trade Marketing Initiatives

- Ensure best in class implementation of Channel loyalty programs as per plan

- To develop customized business plan in order to leverage regional opportunities

- Oversee the design and implementation of innovative Trade Marketing activities through proper identification of trade channels and segments within the branch.

Job Requirements :

- MBA from a premier institute with up to 8-10 yrs experience at a zonal / branch / region level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes (mix of different types of trade - traditional trade, modern trade, trade marketing would be ideal)