Regional Sales Manager - FMCG/FMCD

Job title: Manager, Regional Sales

Reports to: Sales Head

Division/Department: Sales

Work Location: Mumbai

PURPOSE: To own regional sales performance including P&L, volume and market share, TP coverage and product mix strategy, and demand planning for distribution, direct dealer and MT channels for all categories except Built-in, and manage regional budget and overall admin

ESSENTIAL DUTIES AND RESPONSIBILITIES

Planning

- Owns development of regional sales strategy and business growth plan for existing/new TPs

- Owns development of monthly demand plan for the region

- Drive sales target-setting for BMs, and conducts periodic reviews

- Manages regional TPI budge

Sales Activation

- Manages category and channel analytics on own and competition product performance within region

- Leads management of BTL initiatives

- Manages deployment of TPI and trade schemes in coordination with branches

People Management

- Drives learning, talent development and inclusiveness

Trade Partner Management

- Develops TP engagement plan and maintains optimum call cycles to build and strengthen TP relationships

- Identifies, evaluates new TPs and manages conversion of difficult accounts as needed

- Identifies and recommends sales training opportunities among TPs

- Leads representation in regional events to support business development as required

Operations

- Oversees all marketing and key account management activities for the region

- Oversees all sales logistics for the region for finished and defective goods

- Owns general administration for the region

EDUCATIONAL QUALIFICATIONS Full Time MBA

EXP 12-14 years

KNOWLEDGE, SKILLS AND ABILITIES

TECHNICAL

- Result- driven approach

- Strategic Thinking

- Relationship management/partnering

MANAGERIAL

- Lead with speed - agility, focus and confidence

- Own it - be personally & collectively accountable for results

- Straight talk - Share honestly, transparently and timely