Regional Sales Manager - General Trade - FMCG

Regional Sales Manager-General Trade

Reporting: National Sales Manager

Span of Control: Branch Manager/Area Manager/Executives/Officer/SR & TSI

Candidate Specification: Candidate must be a post graduate with atleast 12-15 years experience in FMCG companies. Candidate must have good analytic skills and must have a proven record in being an effective sales leader with significant achievements.

Job Description

I. Implementation of Regional Sales Strategy in line with the Groups overall strategy

Converting the business strategies to Annual Sales Plans for the region with a focus on each of the following:

Market Share- Geography wise

Customers

Channels

Product Categories

People Development

II. Business Key Result Areas:

Consistent Topline & Bottomline target achievement for all geographies, brands, categories

Ensuring effective Brand Coverage/ Presence through distribution & placement

Developing & maintaining the Market Share

Channel Development

People Development

III. Operations:

Sales Management

- Effective Sales Forecast, Budgeting & Achievement as per plan

- Sales Plan Preparation Targets, territories, products, sales team

- Sales Team Goal Setting & Target Management

- Channel Development & Management

- Ensuring fair & thorough implementation of the Trade Schemes as planned by the Marketing Team of each SBU & the Sales Head

- Achieving the Product Mix Targets of the region

- Sales Team Building, Development, Sales Reviews & Performance/ Productivity Management

- Customer Relationship Management

- Inventory Management for the region

Business Intelligence & Analytics (External & Internal)

- Internal Business Data Analytics: sales reporting, secondary tracking etc

- External Market & Competitor Information for various decisions Pricing, Trade Schemes, Products, Policies, etc

Policies & SOPs Implementation:

- Sales Process Implementation- From Prospecting to After Sales Service

- Distribution Policies & Channel/ Partner SLAs

- Customer Credit Policies

- Returns Management

- All other policies implemented from time to time

Liaison:

- Commercial Team/ Distribution Team/ Government officials (if reqd) etc