Regional Sales Manager - HORECA - North - Dairy Products

Our Client, a Leading Dairy Products Manufacturing company is looking out for a Regional Sales Manager - HORECA Channel for North to be based at Delhi/NCR region.

Reports to - National Sales Head - HORECA

Location - New Delhi: NCR

Candidate Profile:

Incumbent should be a MBA with 12-15 years in FMCG or Dairy Industry in HORECA/Institutional Sales with a demonstrable record of having built businesses in Institutions in Delhi/NCR & North India Region with a strong operational focus. Experience in Dairy products industry is preferred.

Job Purpose:

The main purpose of this role is to ensure the Development & Management of Company's Business in HORECA Segment in Delhi / NCR that will ensure the Sustained Sales of the company's products and achievement of the targeted market share in this segment. The incumbent in this role will be responsible in achieving targeted Volume and Gross Margin from HORECA segment in the assigned geography. This will be done by developing, enabling and leading Sales Team with "hands-on" approach. Adherence to the company's values and thereby maximizing the business potential with a competitive advantage in the industry.

Key Roles & Responsibilities

1. Prospecting

- Developing a Comprehensive DATA BASE of current and prospective HORECA Customers

- Developing a system of contacting "Prospects" and tracking the same

2. New account acquisition & development

- Developing Area Coverage Plan

- Planning & Deployment of Team

- Developing Account acquisition strategy and prospect wise time bound acquisition plan

3. Key Account Management

- Developing and Implementing Account wise Sales Plan

- Planning and achieving target account wise share

- Finalization of Trade Terms

- Cross Selling /Upselling & Range Expansion

4. Team Management

- Coordinating with Sales, Selection & Induction of the sales team

- Targeting for the Sales Team & Communication and Alignment

- On the job Training & Motivation of the sales team

- Monitoring of the performance of the team & Review and Feedback

5. New Product Introduction

- Creating and Implementing New Product Launch plan as per company's business objectives

- New product launch Tracking

6. Sales Information System & App

- Effectively leveraging Sales Information System & App

- Creating Data based analysis and sales Planning system

7. Handing Competition

- Tracking Competition

- Evaluating impact of various competition activities

- Giving system feedback about various competitive activities

TECHNICAL JOB KNOWLEDGE

- Understanding of Business Model and key success factors of HORECA Segment

- Understanding Company's overall Business & Sales Strategy

- Market Mapping and Developing Coverage Plan

- Industry Knowledge

- Understanding of Sales Call Process (B2B)

- Understanding of Sales Policies, Systems and Procedures

- Knowledge of basic Finance & Business Accounting Business Profitability Fundamentals, and its application

- Understanding of Principles & Processes of Key Account Management

- Advanced knowledge of MS-Excel

- Understanding and proficient working knowledge of company specific technology & Reporting/Tracking tools