Regional B2B Manager

Purpose/Objective

A Regional Sales Manager leads sales strategies, manages teams, and nurtures client relationships to drive regional sales, ensuring brand strength, market intelligence, and financial targets are met with a focus on performance, budget adherence, and industry engagement.

Key Responsibilities of Role

Industry Expertise - Attend industry conferences, seminars, and networking events to stay connected with industry peers, influencers, and decision-makers. - Utilize industry connections to gather market intelligence, identify business opportunities, and collaborate on industry initiatives. - Demonstrate a comprehensive understanding of the company's product portfolio, identify unique value proposition and stay informed about innovations in cement technology. Ethical Standards - Use ethical reasoning to guide decisions, considering the broader impact on the organization and stakeholders. - Ensure all communications, both verbal and written, reflect the organization’s commitment to integrity and ethics. Policy Adherence and Development - Implement and enforce organizational policies to maintain consistency and alignment with corporate objectives. - Contribute to policy development by providing feedback and insights from departmental operations. Competitor Analysis - Conduct a thorough analysis of the competitive landscape, including major competitors, market shares, and positioning strategies. - Assess the company's competitive positioning relative to key competitors in terms of product quality, pricing, distribution, and brand reputation. - Analyse competitor pricing strategies and pricing dynamics in the market to determine the company's price positioning relative to competitors. Channel Management - Negotiate contracts, agreements, and terms with sales promoters and dealers to ensure alignment with company objectives and policies. - Monitor inventory levels, product availability, and delivery schedules to meet customer demand and minimize stockouts. Branding and Promotion - Coordinate participation in industry events, trade shows, and promotional activities to increase brand visibility and generate leads. - Track the effectiveness of branding and promotional initiatives through metrics such as brand awareness, customer engagement, and sales impact. Commercial Acumen - Drive commercial success by contributing to the development and implementation of strategies that enhance revenue and market position. - Identify and leverage new business opportunities to maximize organizational growth. Compliance with Legal and Regulatory Standards - Ensure adherence to all relevant laws, regulations, and corporate policies within sales and marketing function. - Conduct regular compliance audits to monitor adherence to legal and regulatory standards. - Prepare and submit detailed compliance reports to senior management, highlighting areas of concern and improvement. Internal Controls and Risk Management - Develop and implement robust internal control systems to safeguard against financial and operational leakages. - Conduct comprehensive risk assessments to identify potential threats to departmental operations. - Monitor internal controls through regular audits and reviews, ensuring compliance and effectiveness. Ethics and Governance Integration - Ensure that ethical guidelines are integrated into all aspects of departmental planning and operations. - Align departmental activities with the organization’s governance framework, ensuring compliance with established policies. - Establish accountability measures to ensure adherence to governance and ethical standards across the department. Leadership and Team Development - Lead and mentor a team of Area Sales Managers and Branding, Pricing, and Channel Management leads, fostering a culture of collaboration, accountability, and high performance. - Develop and maintain a high-performance sales team by conducting regular performance reviews and setting individual area targets aligned with the company’s goals. Budget Management - Develop and manage the regional sales budget, allocating resources effectively to support sales objectives and growth initiatives. - Monitor expenditures and revenue streams, identifying variances and taking corrective action as needed to ensure budgetary compliance. - Identify opportunities for cost optimization, revenue enhancement, and resource reallocation to maximize ROI and achieve financial targets. Relationship Management - Cultivate and maintain strong relationships with key customers, influencers, and stakeholders within the region. - Act as the primary point of contact for key accounts, addressing their needs, resolving issues, and ensuring customer satisfaction. - Collaborate with internal stakeholders, including GUs, secondary logistics, and technical services, to ensure seamless execution of customer orders and requests. - Build and maintain strong relationships with key stakeholders in the cement industry, including industry associations, trade groups, and regulatory bodies. Key Stakeholders - Internal: - Brand and Promotion Team - GU Secondary Logistics - Area Sales Managers - Chief Sales Officer Key Stakeholders - External: - Sales Promoters - Dealers - Local Government Agencies

Technical Competencies

Brand Management-Cements,Consultative Selling-Cements,Customer Relationship Management (CRM)-Cements,Data-Driven Decision Making-Cements,Demand Sensing/ Forecasting-Cements,Financial Acumen-Cements,Market and Competitive Analysis-Cements,Regulatory Compliance-Cements

Qualifications and Experience

Educational Qualification: - MBA or equivalent degree from a premier institute, with a specialization in Sales, Marketing, Business Administration, or a related field. Work Experience (Range of years): - 10+ years of experience in sales & marketing roles preferably in construction, building material, and consumer goods industry. - Experience of managing a team of 5-10 subordinates