Regional Sales Manager - Paints/Chemical/Rubber/Building Materials

Regional Sales Manager - Industry: Paints, Chemical, Rubber , Building Materials

Regional Sales Manager Karnataka & APT

Regional Sales Manager Kerala

- Business Size - 150 Cr.

- Direct Team of 5 to 6 ASMs

- Overall team size 20 to 38

- Max Comp - 50-58 Lacs

- B2C Experience

- Candidate should be from Related Industry: Paints, Chemical, Rubber , Building Materials

- Batch - 2012 to 2014, Good institutes

Job Purpose Statement :

The purpose of this job is to manage a team driving sell-in, sell-out and off-take in a defined geography to execute defined GTM models, channel strategy and defined off-take programmes to deliver planned profitable growth through volume, revenue and mix while ensuring productivity of assets deployed in the market - POST/Eeden etc.

- The role will ensure deployment and execution of all off-take programmes - Eeden, shop assistant, product consultant, painter engagement and Medium and Small projects serviced through SSOs managed by painters on the painter engagement programme to deliver sell- out/sell-in.

- The role will ensure adherence to contracts, SOPs, CRMs, DERP and any other process tools as per defined norms. The role will also ensure execution of the discounts, rebates and promotions strategy to help expand distribution sustainably by ensuring MOP stability.

- The role will ensure quarterly review of distributor ROI and take corrective actions to ensure distributors stay within the defined band of ROI. The role will ensure distributor performance is in line with agreed 5-year rolling P&L in the contract - corrective actions to be initiated to moderate/change distributor in the event of non-performance/contract violations. Needs to take timely action on gaps/shortfalls, build cases for approvals, support the Area Sales Manager/Territory Officer and Distributor in migrating large SSOs during migration and address channel/market issues if any.

1. Working with a distributor GTM model and ensuring alignment of distributors to delivering defined business plans

2. Shift focus from sell-in to driving offtake programmes to drive sell-out and sell-in

3. Using the painter organisation to gain a fair share in the Medium and Small projects serviced via SSOs in a Distributor GTM

4. Handling transition of GTM from direct to distributor model and managing transition of non-performing distributors or distributors who violate contractual/SOP clauses

5. Identify and building team's capability

- Distributor point visit & Review

- All discussion to be based on the Distributor Business plan sheet only

- Observe and discuss the following with the Distributor proprietor / Manager along with the ASM or TO and MDO

- Review distributor on agreed business plan - assess commitment to business plan, review and record distribution expansion/mix/retention/ number of SSO invoiced every month/operations/service levels/credit to market vs. ROI assumptions

- Assess performance vs. planned ROI - identify gaps and agree action plan - inventory, market credit, resource deployment etc.

- Agree and record plans for balance-to-go

- Assess capability of distributor, distributor manager, ASM/TO and DSR

- Check Distributors infrastructure - warehouse space utilisation, stacking norms and hygiene, delivery vehicles, manpower fill rate - as defined in the Business plan

- Review offtake vs. sell-in programmes - painter offtake, Medium and Small projects contribution, shop assistant programmes, In-Store etc.

- Document and send Minutes of the meeting

- Plan change in distributor and drive migration in the event of a distributor not meeting norms/breaking contractual norms laid out in the SOP and contract

Skills and Knowledge:

- University degree with 8 to 12 years of Sales experience is mandatory of which at least 5 should be managing a team of Sales personnel - prior experience managing distributor GTM models will be an added advantage

- Should have the ability to work along with a team of people both FTE, CWF and Distributor and Distributor team to effectively deliver business objectives of sell-in, sell-out and offtake

- Proven track record of execution of defined programmes and processes through a team delivering defined business objectives and good people management skills

- Possess good analytical skills and ability to use data to identify issues and opportunities

- Good Microsoft Office skills (Excel, PowerPoint and Word),

- Clear communication skills (written and verbal communication skills) and strong interpersonal and influencing skills