Description:

Job Description: Regional Sales Manager - West (General Trade)

Function: B2C Sales - General Trade

Location: Mumbai

Reporting To: National Sales Manager

Job Purpose:

To drive business growth in the West region by planning, directing, and executing sales strategies to achieve or exceed regional sales and profitability targets. The role involves managing sales teams, strengthening distribution, and ensuring effective execution across general trade channels.

Key Responsibilities:

Sales & Business Management:

- Drive regional sales performance in line with annual business plans.

- Set sales targets and monitor performance periodically.

- Achieve revenue, volume, and margin objectives for the region.

- Analyze sales trends and take corrective actions where required.

- Contribute regional insights to strategic sales planning and reviews.

Team Leadership & Sales Infrastructure:

- Lead, manage, and mentor Area Sales Managers and sales teams.

- Deploy sales resources effectively as per business requirements and budgets.

- Recruit, train, coach, and performance-manage the regional sales team.

- Build a high-performing, aggressive, and result-oriented sales culture.

Channel & Distributor Management:

- Appoint and manage distributors/channel partners with strong infrastructure and financial capability.

- Strengthen and expand the regional distribution network.

- Ensure commercial hygiene by monitoring claims, damages, and complaints.

- Maintain strong relationships with distributors and key customers.

Sales Planning, Budgeting & Forecasting:

- Prepare and execute regional sales plans for optimal resource utilization.

- Develop accurate sales forecasts and annual budgets.

- Monitor expenses, analyze variances, and implement corrective measures.

- Ensure all promotional activities are within approved budgets.

- Prepare long-term sales growth strategies and blueprints.

Cross-Functional Coordination:

- Coordinate with Marketing to ensure adequate merchandising, promotions, and brand visibility.

- Work closely with Supply Chain, Logistics, and CFA teams to ensure smooth stock flow and availability.

- Ensure timely dispatches and optimal inventory levels at distributor and CFA locations.

Market & Competition Intelligence:

- Continuously update knowledge of industry trends, market dynamics, and customer behavior.

- Track competitor activities and develop strategies to counter competition effectively.

Sales Systems & Process Compliance:

- Ensure effective use of sales systems, reporting tools, and feedback mechanisms.

- Monitor customer-wise and distributor-wise sales performance.

Desired Candidate Profile:

Education:

- Graduation in any discipline.

- MBA / PGDM in Marketing or Sales (Mandatory).

Experience:

- Minimum 12+ years of sales experience in the FMCG industry.

- Prior experience in a senior sales leadership role is required.

- Strong exposure to General Trade and West/Mumbai market is essential.

- Experience handling large teams and regional operations.

Skills & Competencies:

- Strong leadership and people management skills.

- Excellent communication, negotiation, and presentation abilities.

- Strong decision-making and analytical skills.

- High business acumen with a results-driven mindset.

- Ability to build and sustain long-term relationships.

Behavioral Attributes:

- Self-motivated and target-oriented.

- Proactive, aggressive, and performance-driven approach.

- Positive problem-solving attitude.

- High integrity, commitment, and adaptability.