Regional Sales Manager - Oil Refinery

Responsibilities:

Business Objectives:

- Applicants will be responsible for achieving Primary and Secondary Sales targets across brand/pack for the assigned region in line with Sales Strategy and effectively drive distribution and availability across the region.

- Applicants will be responsible in forecasting and ensuring Stock availability across C&F / Distributors in line with defined MFS, establishing and managing budget and optimizing the trade spends as per budget.

- Implementing credit policy controls and develop the Go-To-Market strategy for the region in concurrence with the sales leadership.

- Will be responsible in ensuring distributor health and investment as per plan and managing the distributor's business health and hygiene as per company norms.

- Applicants will be working closely with the National Modern Trade head to enhance channel cohesiveness complimenting each other.

- Applicants should effectively motivate and manage the teams - driving productivity and ensure attrition within norms.

Role:

Business Operations:

1. Applicants should have to develop the sales strategy in alignment with the senior sales leadership and accountable for sales and distribution objectives as per the Annual Business Plan.

2. Looking out for someone who converts the business plan into executable action plan for the field team and Market Growth Mapping to deliver to potential.

3. Study market to identify distribution restructuring needs and manage team ability to make changes and Review market analysis to determine customer needs, volume potential, price schedules and discount rates.

4. Applicants should ensure implementation of field activities like sales promotions, launches, trade promotions, brand building activities and visibility.

5. Provide direction to the growth of the company products in the region by establishing better working relationships with distributors, colleagues and competition in the market place.

6. Looking for someone who can drive forecast accuracy and sales planning and also plan for launch of new product variants and ensure effective management of trade schemes and delivery of incremental growths in his territory.

7. Applicants should ensure that the company's policies on all commercial, legal, statutory requirements are implemented and complied with channelization of cross-functional resources and company investment into the region.

8. Oversee BG (Bank Guarantee) renewals and Full and Final settlement closure of distributors within a week of ceasing operations.

9. Should ensure 100% AOG adherence, Botree Billing, SFA Usage and pricing as per company norms.

Business Analysis

10. Applicants should Review and analyze business performance of his/her territories:

- Primary, secondary volume and WOD report

- One-sheeter report - range selling (brand & pack), channel contribution, discount analysis, unbilled retailers

- SFA Usage report

People Management

11. Applicants will be responsible in supervise, train the regional team, distributors to achieve sales target and for recruitment, induction and training, deployment and development of all employees in the region to ensure optimal performance from them.

12. Set annual performance goals and monitor performance through periodic one-one team meetings and ensure that the field team delivers the business objectives, thereby earning their variable incentive pay-outs.

13. Will be responsible in ensuring employees remain motivated also through Rewards, Recognition initiatives, programs and solving the team's concerns and grievances while providing continuous support and counseling.

14. Mentor the first line/area manager team. Coach and develop direct reportees to enable them to be better mentors and coach for their front-line sales teams.

Market Intelligence.

15. Applicants will be reporting competition activities on a weekly basis and identifying evolving industry/market/competitive trends, patterns and devise actionable counter plans.

Requirements:

- Applicants should have 8 to 12 years of experience with people management and distribution expertise.

- Master of Business Administration is preferred.

- Applicants should know Local language (Telugu for AP and Tamil for TN), Fluency in English and working knowledge Hindi.

- Applicants should have ability to handle large business and having a big picture approach to business.

- Should be strong result oriented and ability to excel under business pressure and deliver against odds.

- Applicants should posses strong selling, negotiation skills, multitasking and multi-priority management skills.

- Comfortable with a dynamic, changing environment and strong interpersonal skills.

- Applicants should have good communication skills, presentation skills and people management.

Deepika
Associate Consultant
HeadPro Consulting LLP
Land line: 080-40979696