Regional Sales Manager - Modern Trade - FMCG

- Meeting the top line sales objective with Key Accounts

- Overall responsible for sales to Key Accounts in region

- Responsible for the market share in the KA

- Provide direction for the implementation of the Annual Business Plan of the national accounts at regional level

- Ensuring stock availability at all the outlets with a high degree of forecasting accuracy

- Managing the Customer-wise profitability for Key Accounts

- Ensure cost to sales for local activities with national accounts in line in with ABP of the account

- Ensure that cost to sales targets for regional accounts are maintained as per plan

- Ensure collection is done for direct customers and for indirect customers as per TOTs

- Provide strategic inputs and competitive insights for Key Accounts

- Be the KA expert in the region & provide direction to the regional management team on handling KA to maximize our gains out of the channel

- Develop a regional annual plan for all Key Accounts in the region taking cue from the ABP of national accounts

- Prepare a monthly MIS for KA capturing sales trends, competition update, news & issues & share the same with the Regional Modern trade team

- Operational Excellence in key accounts

- All NPI, pack changes & price changes are incorporated in the KA as per timelines

- Coordinate with internal support functions for ensuring better fill rates & timely collections

- Ensure smooth functioning of the merchandising operations in the KA

- Engage with ethical team in the region to ensure right product placement basis demand generation for prescription led brands

- Drive Distributor engagement through driving efficiencies which involve ROI track, deployment of resources to track Purchase & supplies

- Maximize the consumer touch point in the key accounts

- With inputs from National Customer Marketing team develop and execute a strong 360degree communication to maximize consumer touch point in KA

- Ensure all visibility & activation permissions as per national TOTs is properly executed in the region with the help of KDE/KDM

- Plan & implement promotions & activations for local festivals/shopping occasions

- Drive shopper engagement through team of Nutrition Advisors

- Manage industry interfaces and keep the organization informed about developments in the retail sector

- Develop good relations with counterparts in the FMCG industry

- Share best practices in the industry with the KA Team, so as to enhance internal system and processes

- Anticipate trends in the retail industry so that internal system and processes can be geared to meet the evolving retail environment

- Manage the KA Team in the region

- Manage team of KDE/KDMs

- Ensure timely collection and reporting of data

- MIS reporting and analysis

- Have monthly meetings

- Attend every quarter the KA Executives JCM with the merchandisers to review operations