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

Job Title : Regional Manager-Trade (South Region)

Only relevant candidates apply and please dont make calls to the consultant it will not be entertained. The position is confidential

CTC Budget - 30-32 lacs

Reporting To: National Sales Manager- Trade

Job purpose & Scope:

- To manage the Regional Sales, Channel, stocks, debtors and customer satisfaction with the objective of achieving the objectives of the organization.

Major Areas of Responsibilities:

- To prepare a distribution plan for the Region as per the Channel policy. Select and appoint distributors for respective territories.

- To generate Sales through the Sales team consisting of Area Sales Managers, Sales Executives and Distributors Sales Representative.

- To maintain and nurture good business relations with distributors and ensure long term channel capability per terms and policy.

- Sales forecasting and task setting per market, per Area Manager, per Area Sales Executive per distributor.

- To establish stock norms per distributor per market and ensure stock levels as per the same.

- To implement debtors policy and maintain control over outstanding.

- Monitoring market trends and competition activity per market and providing feedback.

- To develop from time to time, special Sales incentive plans for distributors and their Sales Staff, obtain necessary approval and implement the same.

- To redress customer (distributor, retailer, end-user) complaints in a quick and efficient manner.

- To organise, in conjunction with suitable agencies, sales promotion campaigns, dealer-meet, product launch demos, product displays etc.

- To generate monthly contact / visit plan for self, Area Managers and Sales Executives based on regional requirements and monitor compliance.

- To co-ordinate and ensure timely deliveries and execution of orders across the Region in conjunction with Area Managers / Sales Executives.

- To effectively communicate and implement trade loads / Schemes across the Region, within approved levels, in line with budgeted profitability levels, through a well designed and monitored communication process.

- To manage the working capital allocated for the Region, as per norms, within or above the budgeted levels.

- To maintain additional discounts, variable costs and fixed costs at levels better or same as budgeted levels for the Region.

Key Result Areas:

- Monthly Planning for Order acquisition.

- Monthly planning for travel and customer contact plan for Regional Staff.

- Achievement of Sales per targets.

- Achievement of Market Reach targets.

- Controlling and maintaining regional costs and expenses within budget.

- Monthly reporting on regional activity.

- Achievement of profitability targets (CBP) set per branch, for the Region.

Person Specifications

Essential Qualification: Graduate

Desired Qualification: - MBA degree from an Institution of repute

Experience: 10-15 years of experience in selling directly or through channel sales - preferably from consumer durable and or FMCG industry

Industry Preference: Consumer Durables, FMCG