Regional Head - Sales - FMCG/Manufacturing Firm

Looking at Sales Head North || FMCG / Manufacturing

We are driving a critical role with one of our client :

Designation : Regional Sales Head North.

Location : Delhi / NCR.

Education : Qualified MBA from a reputed firm.

Preferred Industry : FMCG / Consumer Durable / Building & Material / Paints / Manufacturing

Experience : 12 to 15 Years

Roles & Responsibilities :

- Leading sales strategy for both retail & projects business in the region.

- Ensures achievement of Monthly, Quarterly and Annual Sales Target through existing and new dealer and distribution channel members & project business.

- Manage regional sales team, formulate sales strategy for the region, develop sales forecast, budget and manpower plans; directs dealers and sales team to achieve sales targets.

- Pursue major prospects and lead in major negotiations as well as recommend appropriate terms of sales. This includes developing new dealers and liaising with the dealers, introduction of new products, preparing the necessary budgets and overall supervision of the market penetration plan within the assigned regions.

- Develop and maintain relationships with key customers and other relevant bodies to ensure that the company's maximum sales potential is realized in the region.

- Provide guidance, review organization's practices and procedures, and develop sales programs with the company's sales team, distributors' management team, their sub-distributors and their key buyers.

- Ensures adherence to sales policies and implements the policies provided by Corporate Marketing team.

Data based decision making :

- Analyze and evaluate assigned area regarding sales trends, sales potentials, competition, economic/business conditions, and distributor performance, recommend changes in sales programs and distributorships to make area operation more effective in meeting sales volume quotas.

- Prepare annual sales forecast for assigned region based on knowledge of regional sales trends, sales potentials, competition and economic/business conditions as well as distributors' purchase/sales penetration performance.

- Advise the management in relation to the termination or increase of the credit limit of the organization's distributors and also ensure that all receivables are kept current.

- Provide training and assist in resolving specific questions or problems regarding the sales programs, installation and after sales technical issues. Evaluate and approve defective product claim reports by distributors, retailers, and customers.

Regional Planning activities :

- Annually prepare for the department an updated strategic plan and financial plan, for the assigned region, taking into consideration the next year, five-year and ten-year forecasts. Review and discuss plans with next level management for integration of the regional plan into the Group, overall strategic plan.

- Maintain accurate records of all sales activity and prepare regular forecasts and strategy to enable effective forward planning.

Skills and Knowledge :

- MBA with 12-15 Years of Experience

- Preferred exposure in channel management & B2B vertical

- Strong negotiation skills and analytical skills

- Ability to handle complexity and manage large teams.