Regional Sales Manager - FMCG - North

Designation: Regional Sales Manager (NORTH)

JOB SUMMARY

Deliver strategic direction to the team, achieve sales targets for the region, develop and implement strategies to increase distribution, recruit high calibre team members & develop a strong team

CORE JOB RESPONSIBILITIES

- Give strategic direction to the Region and ensure the achievement of the top line sales number

- To plan and achieve the sales targets

- To plan and achieve the distribution targets

- To control & monitor sales returns, damages, expiry stocks, etc. as per company norms

- Contribute to all India GTM discussions & co evolve the most effective model to serve customers

- Ensure Financial compliance by way of:

- Implementing credit policy and credit controls

- Overall responsible for timely & risk-free realization from the customer (distributor, institutions & cooperatives)

- Business Planning for the Region

- Monitor market coverage through ABM / ASE and distribution network

- Monitor implementation of Distribution plan across ABM territories in line with Trade S&D plans

- Attend the JCM of the all ABMs with ASEs at least once a year

- Suggest focus brand plans for the region

- Distribution Management & stock planning for the branch

- Monitor pipelines across the Region (C&F) and Distributors

- Plan & Monitor execution of the secondary sales plan through the ABM ? Area wise, ASE wise, Brand wise, SKU wise

- Participate in the Trade BU Forecast meet at Head Office along with the other Branch Heads, the HO marketing team

- Code of conduct and compliance to stat / regulatory norms

- Ensure branch adherence to code of conduct

- Ensure branch adherence to sales SOP

- Conformation to all financial and administration systems

- Compliance to statutory and regulatory norms

- Ensure that the branch team handles Legal Issues, PFA issues, packaging defects etc. in consultation with HO Teams

- Develop strong MIS for the branch

- Develop team through coaching, training and reward management

- To motivate and provide leadership to the trade team in the branch

- To work with all ABM's once a month and all ASEs once a cycle

- Facilitate and support training for the ABM's and their teams

- To manager careers within the branch and actively engage with other branch heads, vertical heads in the trade BU to facilitate cross functional exposure for the team

- To reward superior performance in the branch through timely recognition

- In Store Retail execution & Localized Trade Marketing Initiatives

- Ensure best in class implementation of Channel loyalty programs as per plan

- To develop customized business plan in order to leverage regional opportunities

- Oversee the design and implementation of innovative Trade Marketing activities through proper identification of trade channels and segments within the branch.

MINIMUM QUALIFICATIONS

Minimum Education: Post Graduate(MBA/PGDM - Sales & Marketing)

MINIMUM EXPERIENCE

- 8+ years

- Experience at a zonal / branch / region level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes

- Knowledge of market dynamics, demographics of area with strong leadership track record

- Knowledge of sales systems and processes

- Knowledge of Channel sales across different types of outlets.

- Networking and orientation towards customer (retailers/associations) management

- Knowledge of various statistical techniques and forecasting.

- Possess negotiation skills and influencing ability

- Ability to embrace change in the scale and scope of business model(s)

- Ability to Collaborate with other Support Functions & Ethical Teams