Regional Sales Manager - FMCG

Regional Sales Manager - Delhi/ Mumbai/ Kolkata

Key Job Responsibilities :

- Part of the Sales Leadership team, responsible for managing Sales for a Region.

- Leads a team of Sales Managers & Executives, deploys and monitors execution of promotions and other market initiatives within the Sales Strategy of the company.

- Drives volume, value and market share objectives in the assigned area through increasing distribution coverage and execution of various initiatives planned.

Sales Planning & Budget Management:

- Estimate & finalize sales overhead budgets (incl. TADA spends) for the year and ensure management of it.

- Finalize Sales Plan, Manpower Plan and A&SP for the region and send to EO for approval.

- Analyze and interpret ACN growth in various categories in different states in the region. Supervise finalization and deployment of the detailed regional action plans with the SOMs/ASMs incl. PJPs.

- Roll out annual plan, review Progress vis a vis the Sales Plan every Quarter.

- Market returns and finished goods write off mgt.

Distribution Growth and Initiatives:

- Develop local strategies to ensure distribution growth.

- Drive distribution initiatives such as New outlets, reach out to rural areas, appointing new distributors, etc.

- Manage Distributor size, scale and ROI.

- Make market visits to build relationships with A/w, review execution of plans at store levels, etc.

- Range selling.

Manage Downstream Logistics:

- Lead the planning and implementation to improve downstream logistics (like CRS, I-point rollout and expansion of Channel Financing).

- Identify slow moving stocks and try to run activities to ensure faster liquidation Manage Sales Support Initiatives.

- Discuss and agree on Trade visibility initiatives with the sales development team (such as local activities for Innovation and launches, local brand activations like visibility campaigns in window displays, kiosks etc.)

- Trade spend Management.

- Trade marketing calendar execution.

Manager Talent:

- Plan manpower requirements for the year.

- Coordinate the recruitment of Sales personnel across the region. Participate in the assessment centre for PSM to TSI and TSI to SO appointments. Monitor the induction plan for Management Trainees deployed to the region.

- Supervision of the capability agenda.

- Recruitment / Development and motivational initiatives for region sales teams.

Other responsibilities:

1. Execution of automation and sales IT initiatives

2. Keeps a watch on competitive activities:

3. Responsible for account reconciliations along with the commercial team

4. Local CSR initiatives

5. Market Intelligence (ACN)- to identify the growth driving categories and build upon from thereon to gain market share and profitability for BIL

6. Striking a balance between WD and SAH for market place gains