Regional Sales Manager - East - FMCG

Job Title: Regional Manager

JOB SUMMARY

Deliver strategic direction to the team, achieve sales targets for the region, develop and implement strategies to increase distribution, manage financial parameters (SG&A, OH of the branch)

CORE JOB RESPONSIBILITIES

- Give strategic direction to the Region and ensure the achievement of the topline sales number

- To plan and achieve the sales targets

- To plan and achieve the distribution targets

- To control & monitor sales returns, damages, expiry stocks, etc. as per company norms

- Ensure Financial compliance by way of:

- Implementing credit policy and credit controls

- Monitor and control SG&A spends in the Region (Over Heads and Trade Marketing)

- Overall responsible for timely & risk-free realization from the customer (distributor, institutions & cooperatives)

- Business Planning for the Region

- Monitor market coverage through ASM / TSE and distribution network

- Monitor implementation of Distribution plan across ASM territories in line with Trade S&D plans

- Conduct monthly RTMs (Regional Team Meeting) for ASMs and review area performance and forecast every month post the RFM (Regional Forecast Meet)

- Attend the JCM of the all ASMs with TSEs at least once a year

- Work closely with the Ethical ABMs and RMs of the region

- Distribution Management & stock planning for the branch

- Monitor pipelines across the Region (C&F) and Distributors

- Plan & Monitor execution of the secondary sales plan through the ASM - Area wise, TSE wise, Brand wise, SKU wise

- Lead a RFC (Regional Team Meeting) along with the Customer Service Manager and review area wise trade forecast

- Involve the MND & PND RBM, Regional Manager : Modern Trade and Regional Manager : Customer Marketing in the Regional Fc Meet

- Participate in the Trade BU Forecast meet at Head Office along with the other Branch Heads, Vertical Heads in the Trade BU & the HO marketing team

- Code of conduct and compliance to stat / regulatory norms

- Ensure branch adherence to code of conduct

- Ensure branch adherence to sales SOP

- Conformation to all financial and administration systems

- Compliance to statutory and regulatory norms

- Ensure that the branch team handles Legal Issues, PFA issues, packaging defects etc. in consultation with HO Teams

- Administration Responsibilities :

- Ensure proper documentation of spends in the branch (SG&A - OH and TMM)

- Ensure proper capturing of sales MIS at the branch

Primary Sales

Secondary Sales

- Drive distributor computerization project through the Commercial Excellence Team (at HO)

Sales waste

Pipelines

Financials

- Provide necessary support to the BU Head trade to run the trade BU

- Track competitor activity and create a database for the same

- Ensure timely submission of the trade Fc to the BU Head

- Ensure timely submission of SG&A Fc to the CMM Head

- Develop team through coaching, training and reward management

- To motivate and provide leadership to the trade team in the branch

- To work with all ASM's once a quarter and all TSE once a year

- Facilitate and support training for the ASM's and their teams

- To manager careers within the branch and actively engage with other branch heads, vertical heads in the trade BU to facilitate cross functional exposure for the team

- To reward superior performance in the branch through timely recognition

- In Store Retail execution & Localized Trade Marketing Initiatives

- Ensure best in class implementation of Channel loyalty programs as per plan

- To develop customized business plan in order to leverage regional opportunities

- Oversee the design and implementation of innovative Trade Marketing activities through proper identification of trade channels and segments within the branch.

Minimum Work Experience

Experience Experience Details

8+ years - Experience at a zonal / branch / region level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes

- MBA from a premier institute with upto 8-10 yrs experience in sales in a MNC FMCG or with a top Indian FMCG

- Knowledge of market dynamics, demographics of area with strong leadership track record

- Knowledge of sales systems and processes

- Knowledge of Channel sales across different types of outlets.

- Networking and orientation towards customer (retailers/associations) management

- Knowledge of various statistical techniques and forecasting.

- Possess negotiation skills and influencing ability

- Ability to embrace change in the scale and scope of business model(s)

- Ability to Collaborate with other Support Functions & Ethical Teams