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Regional Sales Manager
2 weeks ago
About the Client:
PSS has been mandated to hire a State Head - Gujarat for a leading player within the FMCG industry, specializing in packaged food and beverages.
Job Summary:
The State Head will be responsible for driving sales growth and managing the full P&L for the assigned state. Key responsibilities include developing and executing territory-specific sales strategies, expanding market presence, and ensuring the achievement of primary and secondary sales targets. The role involves leading and mentoring ASMs and SOs, strengthening the distribution network, and ensuring optimal inventory and service levels across channels. The State Head will maintain strong trade relationships, ensure policy compliance, and drive the execution of marketing and visibility initiatives in coordination with trade marketing. Market analysis, competitive intelligence, and performance reviews will be critical to identifying growth opportunities and addressing operational gaps.
Key Responsibilities
- Ensure monthly, quarterly, and annual sales revenue, cost, and profitability targets are met.
- Design and implement state-wise sales strategies aligned with national goals.
- Execute new product launches and promotional campaigns across the region.
- Expand and manage the sales and distribution footprints including Super Stockists, Distributors, Sub-stockists, Retailers, etc. while ensuring coverage of uncovered/low-performing territories. Identify white spaces and activate new towns, rural belts, or under-penetrated clusters.
- Lead a team of Area Sales Managers, Sales Officers, and Field Sales Reps and working towards enhancing their capabilities.
- Support partners in inventory planning and order forecasting. Monitor inventory levels at distributor points to avoid stockouts or overstocking. Ensure healthy stock rotation (FIFO), optimal availability, and minimal damage/expiry.
- Ensure proper beat planning, set territory-specific goals and monitor progress through regular reviews.
- Managing hiring, training, performance reviews, and succession planning of the state-based employees.
- Drive high-performance culture, target ownership, and ethical sales practices.
- Conduct thorough market analysis to identify new opportunities and potential threats. Provide insights on competitor moves, price changes, trade activities, and customer preferences.
- Coordinate with Trade Marketing for execution of branding, merchandising, and visibility initiatives.
- Identify new business opportunities within the state – cities, rural markets, institutions, etc.
- Represent the company in key trade associations and industry forums in the state.
Qualification & Key Skills
- Minimum of 10+ years of experience in sales, preferably in the FMCG industry.
- Proven ability to manage sales teams, drive performance, and achieve ambitious targets.
- Strong analytical skills with the ability to forecast trends and develop actionable insights.
- Excellent communication, negotiation, and relationship management skills.
- Ability to work in a dynamic environment and solve problems effectively.
- Educational Qualification: MBA/Graduate in a relevant field.
