Regional Sales Manager - Wines & Spirit

About the Company:

Wines and Spirit

Roles and Responsibilities:

Manage Regional PNL and delivery of NSI objectives: (40%)

a. Volume

b. Value

c. Distribution

d. Trade discount and market schemes

Distributor and Promoter management: (30%)

a. Manage the stock level at distributor point

b. All debit notes and market settlements to be made within stipulated time

c. Ensure distributors outstanding under agreed norms

d. Ensure close working with distributor sales teams

Reporting and Market management: (15%)

a. Proper and regular reporting on a weekly basis to the Sales Director

b. Ensure regular feedback on competitive activity in the market place

c. Constantly seek opportunities to develop new customers and channels.

d. Negotiate terms and conditions with new accounts and prepare proposal for management's review

e. Keep a track of customer wise sales on a monthly basis for all brands.

f. Ensure proper follow up and implementation of all promotion programs.

g. Maintain and grow relationships with all accounts in the area

Team Management : (15%)

a. Lead and motivate the sales team

b. Responsible for their engagement and development

c. On the job coaching and adequate time spent on joint customer meetings

Education :

- Master's degree or equivalent degree

- Management Degree from top B school will be an added advantage.

Languages : English & Hindi and regional languages

Professional experience & know how :

- 8-10 years sales experience within the Wines & Spirits / beverages industry

- A strong exposure to key accounts management in beverage/ other business, a strong advantage.

- Drinks experience (preferably high added value brands) would be ideal, but is not essential.

- Experience in implementing promotional activities is extremely important.

- Prior experience in handling the same area is preferred, although not necessary

Technical & management skills :

- Thorough understanding of FMCG / Wines & Spirits industry

- Ability to work with a number of divergent brands at the same time.

- A high degree of personal presence with good networking, influencing, negotiation and communication skills

- Strong people management, motivational and change management skills

- Presentation skills

- Know and understanding of the the market place

- Demonstrate a solid functional knowledge base

- A high level of commercial awareness and possess very good analytical skills.

- Good knowledge of wines will be a distinct advantage.

Personal & interpersonal skills :

- Highly motivated individual, energetic, enthusiastic and team orientated

- Able to communicate well and project subject knowledge with confidence

- Commercially and strategically aware, customer focused, change, results and quality orientated

- Able to plan, organize and prioritize well

- Cross-culturally sensitive

- Self sufficient / self starter

- Fluent in a second language

- Good leader.

- Challenging and able to take intelligent risks

- Independent decision maker

- Numerical / verbal reasoning ability

- Able to negotiate at a variety of levels (internally & externally)