Regional Business Manager - FMCG

1. Provide inputs for the development of Trade strategy within the region and ensure its translation and alignment during its development and execution

2. Provide inputs on all activities effecting the functional P&L like quarterly budgets, annual targets, expansion plan etc. for the regions to the business heads

3. Develop and jointly agree on the annual business targets of the respective regions based on the sales targets driven by the corporate, market analysis on potential sales for the next year, new model stores expansion, inputs from ABMs and develop state-wise/ brand-wise/ variantwise/ targets

4. Develop and approve manpower optimization strategies for the trade function

- Annual business plan - Year on Year business growth

Sales: Evaluation and Control: Conducting Business Performance Reviews

1. Monitor the financial performance of the areas against budgets to identify areas of unsatisfactory performance; approve & execute countermeasures and potential performance improvement opportunities periodically

2. Develop and implement reporting & review mechanisms to track operational performance and ensure course correction & corrective action, as appropriate.

- Business performance review calendar

- Percentage of deviation from target achievement

Sales: Network Expansion

1. Provide approval on the annual plan proposed by the ABM on dealer/ distributor expansion in new regions

2. Identify markets for penetration and monitor the expansion of dealers across the region as per the targets and propose countermeasures when required

- Expansion schedule

- Percentage of market penetration

- Customer satisfaction score

- Increase in sales

Sales: Trade Operations: Training and Development

1. Conduct training need identification exercise for all ABMs and coordinate with the HR team to execute trainings

2. Ensure new product introduction training to relevant stakeholders in coordination with the HR team

- Annual training calendar

- Effectiveness of training

- Increase in sales

Sales: Trade Operations: Recruitment & Selection

1. Conduct interviews to support selection for critical positions in the region with coordination from the HR teams

- Recruitment policy - Quality of new hires

Trade Operations: Field Sales Operations Management: Customer Complaint Resolution

1. Ensure customer complaints resolution in the regions are as per the defined SLA and coordinate with relevant stakeholders for quick resolution of escalated customer issues

2. Provide budgetary approval for resolving critical customer issues

- Complaint resolution policy

- Customer satisfaction scores

People & Talent Management

1. Drive a culture of diversity, performance and transparency in the region and ensure the employees in the region are engaged.

2. Mentor and develop staff using a supportive and collaborative approach.

3. Ensure talent pipeline is created by succession planning for the critical positions in the region.

4. Set Objectives for Reportees aligned to the organizational /functional.

5. Liaise with HR on vacant positions.

6. Conduct recruitment interviews for key positions in the region; Monitor the implementation of the Sales Training Program for the region.

- Employee Engagement

- Performance

- Diversity & Integration