Regional Business Manager - South & West - FMCG

Education - Graduate / MBA

Reporting into the Sales Head

- 8 - 15 years (experience of handling a team), General Trade and/or modern trade experience in FMCG and or Beauty Personal Care will be preferred

Job Details

To drive sales and achieve profitability targets of the company by managing distributor and dealer network within the assigned geographical region together with delivering high quality service to customers

External & Internal Interfaces

- Key customers

- Third Party Service Providers

- External auditors

- Distributors

- RS Sales officers

- Dealers - Regional team

- Product and Brand team

- VM team

- Business operations

- Commercial Team

- Support teams

Sales Planning

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/ variant-wise/ targets

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

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.

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

Sales: Trade Marketing

1. Create and seek approvals on marketing plans and budgets for regions/ dealers in coordination with ABMs after analysing the markets & competition

2. Create and seek approvals on the annual overhead expenses in the region which include VM fixtures, travel expenses etc.

3. Design and develop the marketing support to the dealers in terms of VM updation, gift with purchase introduction, promotions etc.

Trade operations: Field Sales Operations Management: Field Operations and Financial Planning

Sales: Trade Operations: Scheme Management

1. Provide inputs to the trade marketing teams to develop nation-wide schemes

2. Design, develop and seek budget approvals on region specific schemes for potential seasonal improvement in sales

3. Design, develop, approve and roll-out regional schemes during an active national scheme within the defined budgets with approval from the Sales Head to maximize sales

1. Provide inputs to the trade marketing teams to develop nation-wide schemes

2. Design, develop and seek budget approvals on region specific schemes for potential seasonal improvement in sales

3. Design, develop, approve and roll-out regional schemes during an active national scheme within the defined budgets with approval from the Sales Head to maximize sales

We are looking for diversity profiles as a preference.