Regional Sales Manager

4 weeks ago

Bengaluru, India Yugn Full time

Regional Sales Manager - General Trade - FMCG


Lead the region towards achievement of business growth outcomes by planning and driving execution of sales & distribution strategies inline with branch vision. Drive customer marketing, sales & capability development and commercial hygiene initiatives within the region.

Planning & Achieving topline:

- Drive periodic planning, review and monitor achievement of key business metrics for the region covering urban and rural markets

- Deliver revenue growth for the region by identifying and leveraging market opportunities, BTL and new product launches.

- Leverage market intelligence and external data sources to identify regional growth opportunities, plan initiatives to deliver business growth.

- Timely and effective planning and forecasting across categories and markets for the region

- Partner with customer marketing and customer development teams to enable seamless execution of branch objectives

Channel & Portfolio Strategy:

- Implement and ensure deployment of regional category development objectives by partnering with customer development teams

- Implement BTL agenda in the region balancing complexities of channels and category objectives, ensuring effective ROI of spends

- Formulate & action customized plans to drive direct and indirect distribution targets

- Drive the implementation of new product planning and launches in the region towards achieving NPD objectives

Sales Transformation & Capability:

- Implement the GTM strategy laid out for the region to achieve coverage and distribution targets

- Benchmark and recommend practices across competition to identify best in class strategies to implement for overall business growth

- Review the performance of distributors and trade partners to improve productivity and business outcomes and take necessary corrective actions

- Oversee IT implementation agendas in the region and monitor adherence to new systems / processes

- Drive the implementation of capability development programs, ensure adherence across the field sales teams

- Implement change management initiatives that transform ways of working for internal & external stakeholders

Logistics & Commercial Strategy:

- Devise the GTM execution plan for the region in conjunction with the branch logistics manager to enhance coverage with efficiency in time and efforts

- Drive strong commercial and supply chain health for the region focusing on right indicators and taking corrective decision.

Talent Management & Development:

- Plan and forecast adequate resourcing needs across sales teams in the region to meet business requirements

- Foster a high performance, open and transparent work culture

- Take necessary decisions and initiatives for achieving high engagement levels and motivation in field teams

- Identify and groom sales managers to build a strong talent pipeline

- Establish review mechanisms for teams and ensure regular feedback is shared

(ref:iimjobs.com)

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