Regional Sales Manager

Business Objectives

• Responsible for achieving revenue targets for the region-monthly/quarterly & yearly basis.
• Responsible for all brand strategies & market execution plans.
• Responsible for the appointment of sub DB's, super stockists, anchor distributors and their engagement to mitigate possible attrition.
• Responsible for all trade marketing schemes, loyalty programs in alignment with the National trade marketing manager & commercial head.
• Responsible for on-the-job Training & development of Sales officers. Area sales managers besides ISR's & PSR's to deliver the targeted productive calls & sales productivity numbers.
• responsible for tracking & monitoring competitive activities and taking appropriate action steps through the respective functional heads to counter them.
• Responsible & creation of annual business plan.
• Responsible for sales automation for the region.
• Ensure accurate SKU wise sales forecasting for the region based on sound analysis and support the supply chain team for correct planning.

Distribution Management

• Achieve numeric and weighted distribution objectives through stable trade channel partners.
• Review distributors' ROI thereby ensuring healthy earnings and achievement of channel margin objectives.
• Ensure hygiene factors i.e., timely claim processing for the distributors/CFAs with the help of the Regional Sales team.
• Create urban and rural aggressive rural penetration/ coverage plan thereby achieving it through innovative distribution models.
• Effectively use merchandising tools in the market and attain desired visibility.
• Increase distribution of Rings, Curls, Fritts, Natkhat - ND, WD

Competitor Monitoring

• Continuously monitor competitor activities.
• Conduct competitor analysis
• Keep abreast of market trends.

Sales Development

• Monitor activities and sales promotions on a weekly / monthly basis to determine deviations from plans to take necessary corrective actions.
• Plan & execute various sales development activities required to meet the business objective- stockits, substockists, stabilization.

Reporting

• Report Accurate Timely Information as scheduled and in the defined regular format.
• Ensure day to day MIS to the company.

People Management

• Hire, train and appraise sales staff in line with the business deliverables.
• Engagement of all ASMs, Sales supervisors, ISRs, PSRs, Superstockists and distributors.
• Manage attrition of all sales resources in the region through implementation of effective engagement initiatives.
• Responsible & accountable for development of High potential employees in the region.

Experience and Education Required

• Graduation in any stream – Full Time.
• MBA in Sales/Marketing (Full Time) from a reputed institute will be preferred.
• 10 to 15 years in FMCG/Food industry preferably 2-3 years of experience in similar role.