Regional Sales Manager - FMCG - IIM/MDI/ISB/FMS

Job Purpose:

Lead the Region team to achieve revenue /marketshare/profitability objectives as per agreed Annual Plan, through distribution and execution as per set standards, in line with company's systems, processes and values, while building capability for future success

The role holder will have overall responsibility for the development, execution and co-ordination of all long, medium and short term sales strategies and programmes with the purpose of ensuring corporate growth via achievement of stated targets and objectives, aiming to make company the best managed company in the region.

PRINCIPAL ACCOUNTABILITIES:

- To effectively manage and strengthen the existing distribution and retail network to achieve volume and market share targets. Also develop and execute long terms sales strategies for the company's brands with a view to set & achieve sales strategies and quantitative sales targets in the region.

- To achieve market penetration through identification and development of new markets and exceed profit margins through an innovative sales mix of brands and pack sizes.

- To co-ordinate with corporate and drive the Field Marketing activities in the region to promote brand building and to manage Institutional sales business effectively.

- Responsible for the Regional Accounting and administrative functions.

- To lead the sales team keeping a high level of motivation & feed back with a view to build an aggressive, motivated sales management team in the region, having close ties with trade, distributors and wholesalers.

- Lead co-ordination between Sales and Marketing, Manufacturing & Finance functions on salesplanning & execution in the region to ensure maximising effectiveness in the use of resources.

- To Develop strategies and seek opportunities to gain market leadership in various channels, whether it is in General Trade, Institutional business or organised trade. 

- To monitor constantly competitive activities, of consumer behaviour, needs, and reactions to company marketing, of the trends and events of the local market in general with a view to ensure a highly proactive management of business opportunities to stop competition in taking lead.

- Liaise with state Governments, functionaries for all regulations and compliance with a view to create an environment for achievement of company's growth plans and business objectives.

Key Competencies

- High degree of functional understanding of product sales, distribution and trade channels

- Ability to lead and inspire large teams across multiple geographies in a complex environment

- Ability to build consensus with managers, peers and team members, and to manage ambiguity

- High levels of energy and drive with result orientation

- Strategic planner and Go-getter, strong on analytical thinking

- Excellent written, oral communication and presentation skills

- Experience in managing change and transformation

Education and Experience

- Masters degree in Business from a premier institution.

- 12-16 years of experience in FMCG sales & distribution in leadership roles in premier companies

- Experience in working and managing markets in East India