Regional Sales Manager

2 weeks ago

New Delhi, India J L Morison Full time

Company Description

JL Morison India Ltd. is an FMCG company based in Mumbai, India, with over 80 years of experience in building sustainable brands. We manufacture, market, and distribute baby care, oral care, and hair care products. Our brands are sold through various channels, including traditional trade, modern trade, e-commerce, and our own e-shop. We also export our baby care products to select SAARC nations.


Role Description

This is a full-time on-site role as a Regional Sales Manager located in New Delhi. The Regional Sales Manager will be responsible for overseeing and managing the sales activities within their assigned region. This includes developing and implementing sales strategies, managing a sales team, identifying new business opportunities, and achieving sales targets. The Regional Sales Manager will also be responsible for building and maintaining relationships with key customers and ensuring customer satisfaction.

Role:

Regional Sales Operations - Traditional Trade

Brands: All Brands

Job description:

I.     Implementation of Regional Sales Strategy in line with the Organisations Overall strategy

Execution of the Annual Sales Plans for the region with a focus on each of the following:

·        Market Share- Geography wise

·        Customers

·        Channels

·        Product Categories

·        People Development

 

II.   Business Key Result Areas:

 

·        Consistent Topline & Bottomline target achievement for the region as per territory , brands, categories

·        Ensuring Brand Coverage/ Presence

·        Increasing the Market Share

·        Channel Development

·        People Development

 

III. Operations:

 

·        Sales Management

o  Accurate Annual Sales Forecast, Budgeting & Achievement as per plan

o  Sales Plan Preparation – Targets, territories, products, sales team

o  Team KPI  & Target Management

o  Channel Development & Management

o  Ensuring fair & thorough implementation of the Trade Schemes as planned by the Trade Marketing Team & the Sales Head

o  Achieving the Product Mix Targets

o  Sales Team Building, Development, Motivation & Management

o  Sales Reviews & Performance/ Productivity Management

o  Process Compliance

o  Driving Automation (SFA) – Bizom usage in the team

o  Customer Relationship Management

o  Returns Management

o  Inventory Management for the region

 

·        Business Intelligence & Analytics (External & Internal)

o  Internal Business Data Analytics - Using Power BI Analytics for enhanced performance

o  External Market & Competitor Information for various decisions – Pricing, Trade Schemes, Products, Policies, etc

 

·        Policies & SOPs Implementation:

o  Sales Process Implementation- From Prospecting to After Sales Service  

o  Distribution Policies & Channel/ Partner SLAs

o  Customer Credit Policies

o  Returns Management

o  All other policies implemented from time to time

 

·        Liaison:

o  Commercial Team/ SCM Team/ Government officials (if reqd) etc

Profile:

·        Overall traditional trade sales experience of around 10 to 12 years

·        Should have independently handled regional sales for atleast one region in the FMCG industry for at least 3 to 4 yrs

·        Should have a proven channel development & sales growth (topline & bottomline) track record in his/her previous organizations

·        Should have worked in multiple markets/ regions as a part of his/ her sales role i.e. Should have a complete insight of the said region –sales trends, culture, distribution etc

·        Strong understanding of Trade Marketing Strategies

·        Strong Financial & Business Acumen

·        Should be strong in business analytics

·        Experience with handling sales related process automation tools would be an added advantage

·        Data Oriented Decision making

 


Qualifications

  • Proven experience in sales and business development
  • Strong leadership and management skills
  • Excellent communication and interpersonal skills
  • Ability to work independently and in a team
  • Knowledge of the FMCG industry
  • Good analytical and problem-solving skills
  • Ability to multitask and prioritize
  • Bachelor's degree in business, marketing, or related field

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