Regional Sales Manager

Job Description:Job Summary:The Regional Sales Manager (RSM) will be responsible for leading and managing sales operationsacross a larger geographical region, encompassing multiple Area Sales Managers (ASMs) and theirrespective teams. This role involves developing and executing long-term growth strategies,achieving ambitious sales targets, optimizing distribution networks, building strong relationshipswith key regional accounts, and driving overall sales growth for company's range of chocolate andconfectionery products. The RSM will provide strategic guidance, mentorship, and support to thesales teams within the region, ensuring efficient and ethical sales practices and maximizing marketpenetration. The RSM will focus on selling solutions to customers, cultivating strong relationshipswith key stakeholders, and expanding company's presence in both traditional and emerging channels.Responsibilities:● Regional Sales Strategy and Planning:o Develop and implement comprehensive regional sales strategies and business plansto achieve company objectives, with a focus on long-term growth.o Set ambitious sales targets and KPIs for the region, aligned with overall companygoals.o Analyze market trends, competitive activities, and regional performance to identifyopportunities and challenges.o Prepare accurate sales forecasts, budgets, and reports for the region, providingregular updates to senior management.● Sales Team Leadership and Management:o Recruit, train, mentor, and manage Area Sales Managers (ASMs) within the region.o Provide strategic guidance, coaching, and support to ASMs to enhance theirleadership and sales effectiveness.o Foster a high-performance culture within the regional sales team, promotingcollaboration, accountability, and continuous improvement.o Conduct regular performance reviews and implement development plans for ASMs.● Distribution Network Optimization:o Evaluate and optimize the distribution network across the region to ensure efficientproduct availability and market coverage.o Identify and appoint new distributors or restructure existing networks to maximizesales and market penetration.o Negotiate and manage agreements with key regional distributors, ensuringalignment with company policies and objectives.o Monitor distributor performance, analyze sales data, and implement correctiveactions to improve efficiency and effectiveness.● Key Account Management:o Identify, develop, and maintain relationships with key regional accounts, includinglarge retailers, wholesalers, and food service providers.o Negotiate and manage regional agreements with key accounts to maximize sales,profitability, and long-term partnerships.o Ensure high levels of customer satisfaction and address any complex issues orconcerns promptly and effectively.o Focus on selling solutions to meet customer needs and build long-term value.o Develop strategies to create rapport with key stakeholders within customerorganizations.● New Business Development and Market Expansion:o Identify and explore new business opportunities within the region to expand thecustomer base and increase sales.o Develop and implement strategies for new market entry and product launcheswithin the region.o Analyze market potential and identify growth areas for company's products.o Drive expansion to smaller and rural towns to increase market penetration.o Develop plans to update and grow sales in alternate channels such as QSR (QuickService Restaurants), home bakeries, cloud kitchens, etc.● Brand Management and Marketing Alignment:o Ensure effective execution of brand promotion activities and marketing initiativesacross the region.o Collaborate with the marketing team to develop and implement regional marketingcampaigns and trade promotions.o Monitor brand performance and provide feedback to the marketing team onregional market trends and customer preferences.● Product Management and Pricing:o Provide input on product development and ensure successful implementation ofnew product launches in the region.o Develop and manage regional pricing strategies to optimize profitability andcompetitiveness.o Be seen as a regional Subject Matter Expert (SME) on company's product knowledge,Unique Selling Propositions (USPs), and Sales & Distribution (S&D) strategies.● Compliance and Ethical Practices:o Ensure adherence to company policies, procedures, and ethical practices across theregion.o Monitor and ensure proper administration of claim processing, discount policies,and other sales-related processes.o Promote a culture of integrity and compliance within the regional sales team.● Market Intelligence and Reporting:o Gather and analyze market intelligence, including competitor activities, customerfeedback, and industry trends.o Provide regular reports to senior management on regional sales performance,market conditions, and key business insights.o Be abreast of industry developments and adapt sales strategies accordingly.Desired Profile / Criteria / Skills :Master's degree in any discipline Sales/Marketing or Business Administration preferred.● Extensive proven 15 + Years of experience in sales, with a minimum of 10 years in the FMCGor food industry, including significant experience in sales management. A mix of B2B & B2CIndustry will be considered.● Demonstrated experience in managing and leading large sales teams and complexdistribution networks.● Strong leadership, strategic thinking, and business acumen.● Excellent communication, negotiation, and interpersonal skills.● Proven ability to build and maintain strong relationships with key accounts, distributors, andinternal stakeholders.● Highly self-motivated, results-oriented, and able to thrive in a fast-paced environment.● Exceptional analytical, problem-solving, and decision-making skills.● Strong understanding of financial principles and budget management.● Proficiency in MS Excel and Data Analytics.● Willingness to travel extensively within the assigned region.Preferred Qualifications:● Experience in the Horeca or confectionery industry.● Proven track record of successful sales strategy development and execution, including long-term growth strategies.● Experience in training and developing sales leaders.Key Considerations:● This job description is a general outline and may be subject to change based on businessneeds.● The food sales industry is dynamic; flexibility, adaptability, and a proactive approach areessential for success.Direct Reports : Area Sales Managers will report to this positionReports to :This position will report to Zonal Sales Manager