Regional Sales Manager - FMCG

Regional Sales Manager South

Purpose of the Function:

- The role would entail management of overall business and people in the specified region.

- This includes driving sales and distribution across TT and MT Channels, managing sales numbers, supervising commercial functions, regional trade marketing initiatives, sales development & training of team, and effective people management.

- The role will be accountable for manpower planning, development, recruitment and retention of the employees in the specified region. This position will be also responsible for implementing company policies, processes, programs, systems and procedures across region.

The position would be reported by RTMM, RSAM, RSDM and the the Sales management team of Region.

Major KRA’s would involve:

- Planning and management of key business initiatives will be a key expertise area

- Sales planning and execution as per plan

- Development of sound infrastructure and distribution strategy across channels

- Preparation of new product launch plans and effective implementation

- Effective Trade Spend budget management

- Develop high performing team with key sales competencies for winning in the market

- Understanding of trade dynamics of the region and apply it for competitive advantage

Skill Specifications:

Selling Skills:

- Consistent delivery of sales numbers as per the targets

- Analysis and Interpretation of data

- Sales Planning and Forecasting

- Evaluation of promotional deals / packs

- Able to manage effectively job pressure and multi-tasking

Commercial Skills:

- Good commercial sense in business applications.

Business Planning:

- Effectively align business and sales strategy at operational level

- Development and execution of area volumes as per the business plan

- Streamlining and driving the Regional Trade Marketing function

- Responsible for Distributor settlement appointment / separation in the region

- Facilitate the coordination of stocks along with Sales Accounting Team

- Ensure timely submission of claims and settlement (thru BSM, ASM and Sales Accounting Team)

People Management:

- Effective verbal and written communication skills

- Team player and able to motivate and lead team effectively

- Exhibit inspiring leadership quality by setting examples

- Coach, counsel and motivate team members for high performance

- Driving Sales Development and Training process effectively

- Driving PMP by effectively setting performance objectives and reviewing the same periodically

- Identify training needs of Team and plan Training & Development programs

Project / Event Management:

- Excellent execution skills

- Execution of all sales/distribution related projects

- Planning and execution of all NPD launch/activities

- Driving the partnership meet initiatives

- Cross functional team management

Business/Technical skills & experience:

- The ideal candidate would be an MBA from a premier institute with an overall experience of about 12-15 years in the FMCG industry in increasingly senior sales responsibilities.

- The ideal candidate should have prior experience in Trade Marketing or Sales Development / Training functions and also possessing sound knowledge of Modern Trade Channel.

- A marketing stint of 2 years will be preferred.

- The individual should have prior experience of working in high sales growth FMCG environment and must have a proven track record of achieving consistently high sales growth in a competitive scenario.

- Experience of working in a global organization and being associated with a quantum growth initiative would be an added advantage.

- Exposure to South

- Language familiarity: Tamil and Telugu

- Travelling would be essential part of this job

Key attributes necessary for success:

- Mind-set: Highly competitive, ambitious, game-changing, Go-getter and result oriented

- Strong analytical, commercial, organizational, planning, execution, people and project management skills are essential.

Contact: anupama.rao@futurestep.com