Regional Sales Head/Regional Sales Manager - FMCG/Foods/Beverage - IIM/ISB/MDI/FMS

Leading In FMCG / Foods / Beverage Company

Handling all the verticals of business, Modern Trade, General Trade eCommerce.

- Preparation and Allocation of Targets-Annual, Quarter Monthly-Area wise Managing of Target achievements. Prepare short and long term sales plan, Controlling Monitoring of Outstanding/Collections Monitoring of Distributors closing stocks.

- Monitoring Distributors appointments financial exposures Create and communicate a strategy for sales Build strong relationships with key account customers

- Determine suitable sales channel, define distribution agreements.Responsible for all Business Development Manager / Area Manager reporting to him /her

Qualification :

- Post-graduation degree/diploma in Business Management from premier B-School

- 10 - 15 Years experience in sales

- 5 years of experience in people manager role would be preferred

- Preferred People from FMCG domain

Objective (The main purpose of the position) :

The individual will be responsible for driving new businesses; achieving sales targets; ensuring all sales and fulfilment processes are executed as per the agreed time frames; implementing sales plans and managing the sales team.

Key Responsibilities (Primary duties and tasks of the position) :

Sales Forecasting and Planning :

- Responsible for his/her territory's forecasting and sales tracking

- Increasing market share by developing new customers

- Preparing pipeline of sales accounts

- Preparing and setting sales targets for the sales team directly reporting to him based on their respective verticals and markets

- Taking initiates like promotions, offers and discounts to achieve sales projections

- Ensuring minimum return from stores

Service Orientation :

- Meeting sales target as defined

- Negotiating sales price and discounts

- Ensuring on time collection from customers

- Monitoring and validating costs and ensuring they are within budget limits for the region

- Maintaining and building relationships with customers and prospects

- Engaging in ethical behavior at all times

Team Management :

- Ensure adequate staffing of the sales team (executive and promoters) for his territory

- Ensuring sales processes are adhered to

- Deploy performance management system for the sales team

- Ensuring training and development needs of his region's sales team are identified and met

- Taking the necessary initiative to retain & motivate team members

MIS and Reporting :

- Monitoring sales and related data and drawing inferences to propose future course of action

- Ensuring all the weekly sales report from all Business Development Manager reporting under him are collated and submitted on a regular basis

- Ensuring proper maintenance of documentation such as contracts, agreements, TOTs, GRNs and NRGP with customers and invoices

- Providing timely feedback regarding performance of the dealers and distributors

- Preparing and sending collection reports on a periodic basis

Critical Focus Areas :

- Achieve Sales and Collection targets for the region

- Plan for enhancing penetration, volumes and revenues from the region

- Achieve margins

- Ensure minimum stock returns

- Meet customer satisfaction

- Distributor/Dealer Management - ROI

- Performance review of all direct reportees

- Monitor the development of the sales team reporting to him