Regional Sales Manager - FMCG

Our client an Indian FMCG multinational is looking to add a new resource to their team. Looking for a Regional Sales Manager to manage 3 countries in GCC- Bahrain, Kuwait and Qatar. The role will be based in Kuwait. Reporting to the Head of Sales-Middle East

Function description:

- Independently responsible for delivery of Brand sales objectives (Volume, Value and Gross Margin) in all channels, including B2B channels, across his region of responsibility.

- Executing sales and distribution strategy basis defined plan in defined geographies through national distributors.

- Executing the New Product Launch Plans, across region of responsibility which will include( but not limited to) Product placement by Channel, NPD Volume achievement, Merchandising objectives, Brand Activation at PoS (Sampling, Brand Talk etc.), Identification & Co-ordination with 3rd Party Brand activation agency

- Driving the Sales Productivity Matrix, OSA and Merchandising standards for all Brands among his distributors.

- Custodian of Sales and Trade Marketing spends for the region. Ensure proper tracking and controls of spends by brand and by market, to achieve defined RoI.

- Effective analysis of IMS and EPoS sales data and provide insights to management team on problems and solutions leading to tangible business gains.

- Custodian of the Sales and Trade Marketing MIS and reporting requirements of the region across all brands.

Contacts of the function:
 
External:

- Distributors

- Key Retailers- Buying and Merchandising Managers

- Sales Promotion Agencies/Research Agencies

- Vendors

Internal: All functional teams

Roles and Responsibilities:

1 Core Activities:

- Ensure delivery of sales objectives (Volume, Value and Gross Margin) across the Region.

- Develop an Annual Operating Plan with each distributor under management, by Brand, By Channel and By SKU to arrive a robust sales execution plan.

- Ensure implementation of Route to Market, Brand to Market and Visibility Strategy as agreed with Regional Management Team, through the distributors

- Develop and deploy Promo calendar, by Brand and By Retailer to drive sales.

- Deploy Sales Investment, through the distributor, to achieve desired sales objective and maximize RoI.

- Build an SKU wise forecast, by month, for the year and ensure primary orders are placed in time and in line with forecast.

- Implement Sales strategy by category, by channel, by market and execution of the same through national distributors.

- Identifying and prospecting large Key Accounts (B2B) like Hospitals, Catering companies, govt and defense establishments and creating a database for all such potential customers/buyers

- Initiating contact, holding discussions and closing deals for branded business with Key Accounts in conjunction with Distributor Sales teams.

2 Monitoring & Analysis - Communication to Management

- Monitor market trends (Category and us)

- Monitor and communicate competition activity, price change, promotion support, etc

- Monitor and evaluate trade spends; maintain learning log for replication/correction

- Analyze detailed secondary data, where available, from retailers/distributors and utilize the same for effective management decision making.

3 Customer Management & Activity Framework Design

- Generate Chain wise insights and Customer Contribution Statement (CCS) with Finance, wherever necessary.

- Facilitate promotions, event promotions etc. with retail chains under management.

- Ensure channel visibility & hygiene as per Action Standards

4 Localizations & Interruptions

- Identify local/customer specific opportunities and develop plans to leverage them

- Recommend appropriate action to meet the sales objective for Regions/Chains etc

5 New Product Initiatives

- Facilitate test and New Product Launches in alignment with Head (Business development)

- Design evaluation action standards and provide results and analysis.

Knowledge, Skills and Attitude:

Skill Set:

1 Sales & distribution understanding (channel/outlet) Expert

2 Buyer level contacts in all large Retail chain in Region Expert

3 Sales experience in selling Commodities (branded) Expert

4 Process Knowledge Advanced

5 Competition knowledge Basic

6 Brand management Basic

7 Negotiation Advanced

8 Computer Skills Advanced

9 Key Account Management Advanced

10 Communication Advanced

Personal Attributes

1 Clarity of thought Advanced

2 Lead People Basic

3 Impact and Convince others Expert

4 Develop People Basic

5 Entrepreneurial drive Advanced

6 Integrity Expert

7 Objectivity Advanced

8 Service Orientation Expert

9 Curiosity Expert

10 Creativity Advanced

Position Requirement

Qualification:

1 Graduation degree from a good college/ university

2 MBA from Tier-1&2 management institute is an advantage

Experience :

1. 7-10 years experience in Sales (MT/TT/Wholesale/OOH) or Sales development. Experience of developing business with large retailers in the region will be a distinct advantage.

2. Experience with FOOD Category is a MUST

4. Max age 38 years.