Key Responsibilities Drive sales and distribution for General Trade and Wholesale channels across Rajasthan. Develop and implement strategies to achieve revenue, volume, and market share targets. Build, lead, and motivate a high-performing sales team (ASMs, SOs, Distributors). Identify and appoint new distributors and strengthen the existing distribution network. Ensure effective trade execution, channel partner engagement, and secondary sales growth. Monitor competitor activities and market trends; recommend proactive strategies. Ensure adherence to company policies, pricing, schemes, and trade promotions. Build strong relationships with key trade partners and wholesalers across the region. Regularly review team performance through MIS, sales analytics, and market visits. Key Requirements Education: MBA/PGDM (mandatory). Experience: Minimum 10 years of relevant experience in FMCG Sales with exposure to General Trade and Wholesale . Proven experience in managing entire Rajasthan region is essential. Strong distributor management and team leadership skills. Excellent negotiation, analytical, and problem-solving abilities. Ability to travel extensively across the assigned region.
Key Responsibilities: I. Sales Strategy & Target Achievement Regional Sales Planning: Develop, implement, and execute a comprehensive regional sales strategy for the Snacks & Namkeen portfolio that is aligned with national business objectives. Target Ownership: Own and achieve primary and secondary sales targets for the assigned region, including revenue, volume, and profitability goals. Market Growth: Identify new business opportunities, expand the retail and wholesale customer base, and recommend strategies to tap into white spaces and new product segments. Forecasting: Prepare accurate monthly, quarterly, and annual sales forecasts and budgets based on market insights, historical data, and sales team input. II. Channel & Distributor Management Distribution Network: Establish, nurture, and manage a robust and efficient network of distributors and wholesalers. Relationship Management: Act as the primary point of contact and build strong, long-term relationships with key distributors, modern trade accounts, and large retail chains in the region. Inventory & Logistics: Monitor stock levels at distributor points, ensure timely order fulfilment, and work with the logistics team to optimize inventory management and reduce out-of-stock (OOS) rates. Commercial Negotiation: Negotiate commercial terms, price schedules, and sales-related contracts with channel partners and key accounts to maximize product margins and regional profitability. III. Team Leadership & Development Team Management: Recruit, train, lead, and motivate a high-performing regional sales team, including Area Sales Managers and Field Sales Executives. Performance Monitoring: Set clear Key Performance Indicators (KPIs) and sales quotas for team members and conduct regular field visits and performance reviews. Coaching & Mentoring: Provide continuous coaching, sales training, and guidance to the team on product knowledge, selling skills, distributor management, SFA & DMS and market coverage. Accountability: Foster a culture of accountability, motivation, and performance excellence to ensure collective sales targets are consistently met. IV. Market Analysis & Merchandising Market Intelligence: Conduct continuous market research, competitor analysis, and consumer behaviour studies to provide actionable insights to senior management. Trade Visibility: Ensure superior visibility and availability of products across all retail outlets. Drive effective in-store merchandising, point-of-sale (POS) execution, and stock-keeping unit (SKU) assortment. Promotional Execution: Collaborate with the Marketing team to plan and execute regional promotional campaigns, consumer schemes, and trade schemes for optimal impact and return on investment (ROI). Reporting: Prepare detailed weekly and monthly reports on sales performance, market trends, promotional effectiveness, and competitor activities for senior leadership. Qualifications & Skills: Educational Qualification: Minimum Graduation from any faculty. MBA or a Master's degree in Sales/Marketing would be an added advantage. Experience: Minimum of 12+ years of progressive sales experience in the FMCG sector , with at least 3-5 years in a Regional Sales Manager or a similar leadership role. Mandatory: Significant and proven experience in the Snacks, Namkeen, or Beverage is a must. Demonstrated experience in managing large territories, complex distribution networks (General Trade), and sales teams. Proven track record of consistently meeting or exceeding aggressive sales targets. Key Skills: Leadership and People Management: Exceptional ability to lead, motivate, and develop a large, diverse field sales team. FMCG Expertise: In-depth knowledge of FMCG distribution systems, trade margins, retail networks, and local market dynamics (specifically for snacks). Strategic & Analytical Thinking: Strong commercial acumen with the ability to analyze complex sales data (e.g., numeric/weighted distribution, stock levels, trade schemes) to inform strategic decisions. Communication & Negotiation: Excellent verbal and written communication skills, with a strong ability to negotiate high-value contracts and build rapport with key stakeholders. Technology Proficiency: Proficient in MS Office Suite (especially advanced Excel for reporting) and experience with CRM or Sales Force Automation (SFA) software. Adaptability & Resilience: Ability to thrive under pressure in a fast-paced, high-volume environment and manage frequent travel within the region. *** Interested candidates can share their updated resume to ravikumar.sharma@rpsg.in or WhatsApp it to +91-7011671508 (Ravi Sharma)***