Regional Sales Manager

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)***