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Regional Business Manager

2 months ago

New Delhi, India The Human Circle Full time

JOB SUMMARY

To give strategic direction to the team, achieve Sales & Market Share targets for the region, develop and implement strategies to increase distribution, manage financial parameters (SG&A, OH of the branch), ensure all financial & regulatory compliance in the branch, collaborate with Demand Generation Ethical Sales Team & Cross Functional stakeholders and develop a strong second line leadership in the sales team so that ANI trade objectives for the branch are achieved.CORE JOB RESPONSIBILITIES

·       

1. Give strategic direction to the Region and ensure the achievement of the topline sales number

  • To plan and achieve the sales targets
  • To plan and achieve the distribution targets
  • To control & monitor sales returns, damages, expiry stocks, etc. as per company norms

·       

2. Deliver Market Share Goal at Category Level for the Region

·       

3.  Ensure Financial compliance by way of:

  • Implementing credit policy and credit controls
  • Monitor and control SG&A spends in the Region (Over Heads and Trade Marketing)
  • Overall responsible for timely & risk-free realization from the customer (distributor, institutions & cooperatives)
  • Plan & Deliver on M&P initiatives

·       

4.   Business Planning for the Region

  • Monitor market coverage through ASM / TSE and distribution network
  • Monitor implementation of Distribution plan across ASM territories in line with Trade S&D plans
  • Conduct monthly RTMs (Regional Team Meeting) for ASMs and review area performance and forecast every month post the RFM (Regional Forecast Meet)
  • Attend the JCM of the all ASMs with TSEs at least once a year
  • Work closely with the Ethical ABMs and RMs of the region

·       

5.  Distribution Management & stock planning for the branch

  • Monitor pipelines across the Region (C&F) and Distributors
  • Plan & Monitor execution of the secondary sales plan through the ASM – Area wise , TSE wise, Brand wise , SKU wise
  • Lead a RFC (Regional Team Meeting) along with the Customer Service Manager and review area wise trade forecast
  • Involve the MND & PND RBM, Regional Manager : Modern Trade and Regional Manager : Customer Marketing in the Regional Fc Meet
  • Participate in the Trade BU Forecast meet at Head Office along with the other Demand Planning, Supply Chain, Vertical Heads in the Trade BU & the HO marketing team

·       

6.   Code of conduct and compliance to stat / regulatory/QA norms

  • Ensure branch adherence to code of conduct
  • Ensure branch adherence to sales SOP
  • Conformation to all financial and administration systems
  • Compliance to statutory and regulatory norms
  • Ensure that the branch team handles Legal Issues, PFA issues, packaging defects etc in consultation with HO Teams
  • Checks stock hygiene & engages with customers/officials on QA related issues as per organization guidelines

·       

7.  Administration Responsibilities:

  • Ensure proper documentation of spends in the branch (SG&A – OH and TMM)
  • Ensure proper capturing of sales MIS at the branch
  • Primary Sales
  • Secondary Sales
  • Drive distributor computerization project through the Commercial Excellence Team (at HO)
  • Sales waste
  • Pipelines
  • Financials
  • Provide necessary support to the BU Head trade to run the trade BU
  • Track competitor activity and create a database for the same
  • Ensure timely submission of the trade Fc to the BU Head
  • Ensure timely submission of SG&A Fc to the CMM Head

·       

8.Develop team through coaching, training and reward management

·       To motivate and provide leadership to the trade team in the branch

·       To work with all ASM’s & TSE as per guidelines

  • Facilitate and support training for the ASM’s and their teams
  • To manager careers within the branch and actively engage with other branch heads, vertical heads in the trade BU to facilitate cross functional exposure for the team.
  • To reward superior performance in the branch through timely recognition
  • Provide Transparent & Robust Feedback through Coaching Scores, Mid Yr & End-Year Assessment
  • Structure DAP & Succession plans for Key Talent

·       

9.  In Store Retail execution & Localized Trade Marketing Initiatives

·       Ensure best in class implementation of Channel loyalty programs as per plan

·       To develop customized business plan in order to leverage regional opportunities

·      Oversee the design and implementation of innovative Trade Marketing activities through proper identification of trade channels and segments within the branch.

MINIMUM QUALIFICATIONS

Minimum Education

Post Graduate

Education Level

Major/Field of Study

MBA/PGDM

Sales & Marketing

MINIMUM WORK EXPERIENCE

Experience

Experience Details

·       Minimum 15- 18 years of relevant experience.

  • Graduate 15 – 18 years experience at a zonal / branch / region level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes or an MBA from a premier institute with upto 8-10 yrs experience in sales in a MNC FMCG or with a top Indian FMCG (mix of different types of trade - traditional trade, modern trade, trade marketing would be ideal)


email your CVs at >>> THEHUMANCIRCLE@GMAIL.COM mark it to Mr. Vinay Simon / Arvind Sukhija

CTC UPTO INR 45 Lacs

HQ Delhi