Description:

Role Overview:

- The Regional Sales Manager Solvents is responsible for driving topline growth across primary, secondary, and tertiary sales within the assigned region. This role involves managing a multi-state distribution network, leading large sales teams, driving market expansion, ensuring collections, and executing customer-centric growth strategies.

Key Responsibilities

Sales & Revenue Management

- Own overall topline targets for Primary, Secondary, and Tertiary sales across the region.

- Drive unit-level growth through structured planning, market indexing, and conversion-focused initiatives.

- Identify growth opportunities for core and focused solvent products by analyzing market trends and competitive data.

- Expand market share by identifying white spaces and ensuring sustainable sales potential.

Distribution & Channel Management

- Manage and strengthen the distribution network across multiple states through a team of BMs, ASMs, TEs, SSTEs, and Associates.

- Drive key account management for distributors, key dealers, and key contractors.

- Identify coverage gaps and implement interventions to strengthen distributor engagement and productivity.

- Facilitate distributor value growth through loyalty programs and planned capability-building initiatives.

Demand Planning & Operations

- Forecast market demand accurately to ensure optimal stock availability aligned with market requirements.

- Analyze sales and operational data to track key performance parameters and improve execution effectiveness.

- Ensure effective coordination for smooth material flow and market servicing.

Collections & Financial Discipline

- Oversee timely collections from dealers and distributors.

- Ensure healthy money circulation in the market with zero overdue outstanding dues.

Customer Centricity

- Enhance customer experience by ensuring prompt resolution of complaints within defined SLAs.

- Build long-term relationships with customers by ensuring consistent service quality.

Cross-functional Integration

- Collaborate with Retail Sales, Wood Adhesives, Services, Commercial, and Marketing teams to drive integrated sales and service outcomes.

- Support marketing initiatives and ensure effective on-ground execution.

Team Management & Capability Building

- Lead, mentor, and develop the reporting sales team through regular coaching, performance reviews, and skill-building inputs.

- Ensure productive utilization of manpower resources to maximize business growth.

- Foster a performance-driven, accountable, and collaborative team culture.

Key Skills & Competencies

- Territory & Regional Sales Management

- Solvent / Adhesives Industry Exposure

- Channel & Distributor Management

Key Account Management

- Demand Forecasting & Market Analytics

- Team Leadership & Capability Development

- Strong Negotiation & Relationship Management

- Business Planning & Execution Excellence