Kapiva- Regional Sales Manager

Role Brief:

Kapiva is looking for a dynamic and results-oriented Regional Sales Manager (RSM) to lead and manage sales operations across the West zone, based in Pune / Mumbai.

The RSM will oversee key territories in Maharashtra , MP , CG , Goa and Gujrat.

This is a high-impact role for an individual with a strong background in FMCG sales leadership, preferably in the pharma or nutraceutical sector, who will drive growth, manage distribution networks, and lead a high-performing team.

Key Responsibilities:

Sales Strategy & Planning:

- Develop and execute regional sales strategies in alignment with Kapiva's goals, with a focus on growth and market share expansion in the West zone.

- Set clear and measurable sales targets for each territory within the zone and regularly monitor progress against these targets.

- Analyze market trends, customer needs, and sales data to identify opportunities and challenges across Maharashtra , MP , CG , Goa and Gujrat.

- Lead regular sales performance reviews with ZSM and Area Sales Managers (ASMs) to ensure strategic alignment and optimal execution across the region.

Team Leadership & Development:

- Lead, mentor, and motivate a team of ZSM and Area Sales Managers, Sales Officers/Executives across the assigned region.

- Provide coaching and guidance to the sales team to enhance skills, product knowledge, and performance.

- Recruit, train, and onboard new Sales Officers/Managers as per the budget and sales plan, ensuring talent alignment with Kapiva's growth objectives.

Distribution Network Management:

- Build and maintain strong relationships with key distributors, retailers, and channel partners in the East zone.

- Ensure effective and efficient distribution network management, including monitoring stock levels, delivery timelines, and product availability.

- Implement promotional activities, sales incentives, and campaigns at the retail level to drive demand and ensure market penetration.

Market Analysis & Competitor Monitoring:

- Regularly conduct market research to understand regional consumer behavior, emerging trends, and competitor strategies in each territory.

- Analyze competitive activities, pricing models, and market share dynamics, and adjust sales strategies accordingly.

- Provide insights and recommendations to the senior leadership team based on market conditions and competitor activities.

Budgeting & Financial Management:

- Prepare and manage the zonal sales budget, ensuring resources are allocated efficiently to maximize sales opportunities and meet revenue targets.

- Track sales performance against the budget and identify opportunities for cost optimization and increased profitability.

Required Skills & Qualifications:

- Proven track record in sales leadership roles, ideally within the FMCG, Pharma, or Nutraceutical industry.

- Strong understanding of the west zone, including regional nuances, sales channels, and distribution networks across.

- Excellent communication, interpersonal, and negotiation skills, with the ability to manage multiple stakeholders.

- Analytical mindset with the ability to derive actionable insights from sales data and market trends.

- Strong leadership qualities, capable of building and motivating a high-performing sales team.

- Proficiency in MS Office applications, CRM tools, and sales reporting systems.

Education & Experience:

- Bachelor's degree in Business, Marketing, or a related field (MBA preferred).

- 12-18 years of experience in sales management, with at least 7-12 years in a leadership role in FMCG, Pharma, or Nutraceuticals.

- Experience in managing a large geographical territory with multiple markets is a plus.

About Us:

Kapiva is a modern ayurvedic nutrition brand focused on bringing selectively sourced, natural foods to Indian consumers.

We help bring the wisdom of India's ancient food traditions to modern-day consumers.

Kapiva's high-quality portfolio offers products across various therapy areas including skin & hair, digestion, weight management, immunity, chronic issues, & much more.

Our products are top performers on online marketplaces (Amazon, Flipkart, Big Basket, Nykaa, etc), we're growing our presence offline in a big way (Reliance, Nature's Basket, Noble Plus etc.) & are funded by India's best Consumer VC Funds - Orbimed Fireside Ventures, Vertex Ventures, Sharrp Ventures, 3One4 Capital & Jetty Ventures.