Regional Manager

2 months ago

AfricaZambiaOverseasInternational, India iimjobs Full time

ROLE PROFILE:

Position: Regional Manager

Business: FMCG

Work-level: Middle Management (M3)

Location: Zambia (Various Locations)

Reports to: Chief Commercial Officer

Job purpose:

- Reporting to the Chief Commercial Officer, the Regional Manager will accomplish business development activities by researching and developing marketing opportunities and plans; implementing sales and marketing plans; managing staff members as well as distributors, to develop business across the provinces of the respective region / country

Key responsibilities:

1. Develops and implements strategic marketing & sales plans and forecasts to achieve corporate objectives for FMCG products in the region as defined above

2. Formulate Regional Sales, Marketing and Distribution in line with overall strategies for the Business

3. Align Sales & Distribution plans with sales teams across Region and ensure effective implementation and periodic review of the same

4. Develop Distribution Infra: Market width, Churn competition, routes, direct distribution, expanding new geographies, Rural market, ND, WD, WS, Key accounts

5. Evaluate opportunities to maximize volume and value growth for the Region - be the lead resource in planning, recommending and implementation of region specific BTL inputs in close coordination with the Category Development Manager and Brand teams.

6. Identify key concern areas w.r.t achievement of business plans and make specific interventions and recommendations for mitigating the same

7. Motivate and Lead the Team to higher levels of performance.

8. Play a key role in the Development of the team through Developmental plans, Coaching and On the Job training.

9. Coordinate and ensure effective deployment of Brand & Merchandising inputs in discussion with the Category Development & Brand teams.

10. Plan and Implement market level BTL Inputs

11. Plans and oversees advertising and promotion activities including print, online, social media, trade demonstrations amongst others

12. Develops and recommends product positioning, packaging, and pricing strategy to produce the highest possible long-term market share

13. Monitor customer accounts, and closely monitor receivables against agreed payment terms

14. Ensures effective control of marketing results, and takes corrective action to guarantee that achievement of marketing objectives falls within designated budgets

15. Oversees and evaluates market research and adjusts marketing strategy to meet changing market and competitive conditions

16. Monitors competitor products, sales and marketing activities

17. Market work to Identify Market Gaps, Drive Executions and Feedback for Market / Competitor Learnings

18. Manages key accounts, assisting sales representative and area sales managers, with maintaining relationships and negotiating and closing deals

19. Coordinates liaison between the region and head office, including departments such as Supply Chain and Marketing

20. Analyzes and controls expenditures of division to conform to budgetary requirements

21. Rolling Sales forecast,

Key Qualifications & Requirements

1. Minimum 10 years' GT- sales experience in leading Multinationals

2. Full time MBA

3. Strong analytical skills to derive trends/projections/forecasts from reports for planning and risk mitigation

4. IT Skill: MS Excel, PPT, SFA, Power BI

5. Hand on experience of implementing SFA

6. Strong knowledge in GTM, RTM, Beat Plan, Route Plan, Product launching strategy, BTL execution, retailer loyalty programme

7. Analyzing sales data to identify trends and areas for improvement, and making adjustments to the sales strategy as needed

8. Strong Communication & Diplomacy Skills

9. Customer centric approach and strong relationship management for engagement of channel partners and customers

10. Direct Distribution Experience will be an added advantage

12. Dynamic, Go getter & result oriented

Solving Problems and Getting Results:

1. Experience of managing negotiations at senior level.

2. Ability to develop and implement strategic and tactical business plans.

3. Ability to be hands on and drive the business with direct responsibility

4. Flexibility of thought and action to be able to respond to changing market environments and dynamic business situations.

5. Accept responsibility for resolving a problem to its final conclusion

6. Assist in the achievement and the on-going improvement of business results

7. Show dissatisfaction with poor performance and drive processes to achieve business goals

8. Strive to achieve agreed deadlines and standards, especially when the going gets tough or the anticipated situation changes

9. Apply a systematic problem-solving approach to identify causes, explore alternatives and recommend the best course of action to resolve the problem now and into the future

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