Regional Sales Manager

Division: Industrial

Business: Adhesives

Location: Mumbai (Handling West Zone)

• B2B Sales | Industrial Sales

Sales Planning & Drive Execution

1. Drive identified initiatives in the Zone to achieve the overall Sales Objectives.
2. Identify & effectively implement major and key initiative at Zonal level in the areas of Market Development, Distribution expansion & Sales Operations.
3. Identify the critical grey areas of the Zone affecting sales & take remedial informed actions.
4. Continuously monitor market movement and sales matrix status
5. Weave strategy to avail uninterrupted sales for the financial year and breakdown into monthly sales plan to achieve the business objectives of the assigned Zones.
6. Prepare contingency plan for mitigating situation based on long term relationships with key customers/distributors.

Market development

1. Carry out intensive surprise visit to interact with employees, distributors and end-users.
2. Ensure to collect feedback on all aspects of the business including product quality, pricing, packing, new product ideas, supply situations, competition activities, schemes etc.
3. Identify success stories and replicate in other parts of the zone. Ensure to share with leadership team and HO for replication in other parts of India.

People & Process Management

1. Provide technical insights and decisions to HR Team for recruitment of Mid-Managers Team
2. Ensure to provide required coaching and directions to team to enable performance
3. Monitor team performance, progress and identify poor performance and related hindrances.
4. Mentor poor performance to overcome hindrances area-wise and exercise coaching for performance improvement.
5. Identify high performers and communicate to influence and accelerate performance and optimum utilization of available potential of team.
6. Develop nurture and retain pool of key talent in assigned Zone.

Inventory Management & Receivables Control

1. Regularly monitor inventory pile up in slow- & non-moving SKUs, take remedial actions.
2. Intervene to drive collection of receivables in case of exceptions.
3. Ensure implementation of commercial policy.

User/Influencer/Distributor Management

1. Drive key distributor programs
2. Periodically engage with end user/influencer panels for seeking feedback and suggestions.

Demand Generation

1. Provide inputs to HO on important objectives to be achieved through Market Development activities.
2. Design of Market Development activities.
3. Work with Regional Market Development Manager to make Annual and Quarterly plan for market development activities.
4. Periodically attend market development activities/meets and give guidance to ASM for improving effectiveness and give feedback to HO on any support required such as application videos.

Product/Scheme & Competition

1. Accountable for:

• Product Launch
• Scheme Design (in consultation with NSM/President Marketing) and feedback on effectiveness of schemes.
• Development and implementation of competition fighting strategy in consultation with NSM/President Marketing/ HO.

Other Supporting Role

1. Co-ordinate with NSM or preparing annual budget and business plan for the assigned zone.
2. Give inputs to Category Heads on Zone specific requirements in scheme designs.
3. Co-ordinate with Category Heads for execution of field marketing activities in regions.