Regional Sales Manager
Job Roles & Responsibilities:
- Responsible for leading the leaders to drive sales & distribution of products across entire region.
- Building the future leader through coaching & development
- Restructuring territories and channels for better access of products to consumers.
- Building new brand and channels
- Responsible Primary & Secondary Business with P/L, Top& Bottom line accountability.
- To plan, direct & lead all sales and sales training activities for a specified region
- Develop & implement business strategy for profitability
- Develop & retain field personnel
- Provide ongoing coaching and feedback to regional sales staff through field visits.
- Assist in establishing sales quota for each territory & ensure that the strategies are in place to meet the Plan.
- Ensure all the sales and marketing program are communicated, implemented and coordinated in the region.
- Effectively monitor and controls expenses
- Develop and maintain high level of product knowledge and relevant medical information for self, direct and indirect reports.
- Develop & maintain a thorough understanding of Client base, ensure a close working relationship exists between the organization and Key Accounts and Key customers.
- Support distributors' Sales Force
- Effectively implementing marketing campaign with effective customer conversion & product up gradation
- To help the company stay ahead of the competition In delivering the best value.
- Handle and process customer complaints in timely manner and according to Company policy.
Industry Experience:
- Previous experience in coaching/mentoring Team
- Good understanding of the industry process and function; able to convincingly discuss this with customers, as well as internal and external experts.
Other Skills:
- Impact and Influence: Develops and uses effective strategies to influence others or to gain their support. Open Communication and listening: Ensures an accurate understanding and acts in a way that facilitates open exchange of ideas and information.
- Organizational Awareness: Understand the agendas and perspectives of others; able to recognize. and effectively balance the interests and needs of one's own group with those of a broader organization.
- Planning and Organizing: Effectively identifies, plans, schedules and co-ordinates the resources (People, material, information, time) required to accomplish your goals.
- Essential & Desirable Education/Qualifications/ Work experience/technical skills i.e. what are the 'must haves' for this role
- Should be a MBA and experience in an established FMCG.
- What are the behavioral competencies, ; Must have / nice to have. Culture fit.
Behavioral competencies/Key Skills:
- Good Communication Skills ; Written and Verbal English
- Good Attention to detail
- Industries, Companies to target. Discuss is MNC experience a must, desirable?
- 10+ Years
- FMCG Experience is a must.
- Target companies- example Nestle, Marico, Johnson, Reckitt, Dabur
- Key performance measures/criteria, objectives that the incumbent should demonstrate/achieve:
- Plan and Achieve monthly Sales (primary, secondary) numbers for the Region.
- New Product Launch strategies & their successful implementation
- Increase Market Coverage and development
- Ensure & Maximize team productivity.
- Regular communications of sales call and results to Management, NSM and internal teams.
- Monthly performance reporting to NSM and teams
- Financial budgeting and collections
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