Regional Sales Manager - West - FMCG

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

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

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

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

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

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

6. To implement debtors policy and maintain control over outstanding.

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

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

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

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

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

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

13. 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.

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

15. 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 with an MBA degree from an Institution of repute.

Desired Qualification: -

Experience: 12 - 15 years of experience in selling directly or through channel sales - preferably from consumer durable and or FMCG industry

Industry Preference: Consumer Durables, FMCG, Appliances

Sr. No. Functional Competencies Critical Desirable

1 Selling Skills Yes

2 Forecasting & Planning Yes

3 Market orientation Yes

4 MIS & Financials Yes

5 Business Acumen Yes

Sr. No. Behavioral Competencies Critical Desirable

1 Strategic thinking Yes

2 People management Yes

3 Decision making Yes

4 Operational effectiveness Yes

5 Personal effectiveness Yes

6 Relationship management Yes

7 Change Management Yes

Any specific requirement

Excellent communication skills, and expert in MS Excel & MS Power-point