Regional Sales Manager

Position: Regional Sales Manager Dairy Products (Retail & B2B)

Organization: Bankai Agrifoods Pvt. Ltd.

Function: Sales

Location: Ahmedabad

Website: ;

Company Overview:

Bankai Group is a dynamic global conglomerate renowned for its expansive portfolio covering sectors such as agribusiness, composite products, FMCG, telecom services, fintech, blockchain, IT solutions, entertainment, consulting, and venture capitalism

Bankai Group entered the Indian food industry with a mission to offer high-quality products at affordable prices, aligned with its animal welfare initiative, Amoya Happy Cow Farm. The profits generated from milk sales at this farm are reinvested into animal care on a non-profit basis.

Bankai Agrifoods, under the Amoya brand, operates as a for-profit organization with a state-of-the-art manufacturing facility capable of processing 200,000 liters of milk daily. Situated on a 30-acre property near Baroda, Gujarat, this facility recently completed its first year of producing high-quality dairy products, including ghee, buttermilk, paneer, curd, and yogurt. The flagship product, Amoya Pure Ghee, is crafted to the highest standards of purity and taste, making it a trusted choice

The company aims to create an ecosystem by partnering with farmers and cow farms to produce quality products for the B2B segment while establishing the Amoya brand in the B2C market. Key products include Amoya Pure Ghee and butter, alongside by-products like paneer, flavored milk, curd, and buttermilk.

________________________________________

Job Overview:

We are seeking a dynamic and target-driven Regional Sales Manager to spearhead the retail and B2B sales of our premium dairy products, including Ghee, Curd, Paneer, Lassi, and Chhach. This role is focused on field sales and business development in the assigned location/s. You will be pivotal in driving revenue growth through direct sales, marketing campaigns, and customer engagement.

________________________________________

KRAs, Brief Descriptions, and Responsibilities

1: Sales Target Achievement

Brief: Ensure achievement of monthly and quarterly sales targets (primary & secondary) for the entire state.

Roles & Responsibilities:

Plan and allocate sales targets to ASMs and Sales Officers.

Track daily sales data and review trends proactively.

Ensure product availability based on demand forecast.

Coordinate with supply chain for stock planning and dispatches.

Prepare and present sales performance dashboards weekly.

2: Team Management & Performance Development

Brief: Build and lead a motivated, productive sales team with clear performance metrics and accountability.

Roles & Responsibilities:

Recruit, train, and develop ASMs, SOs, and DSRs.

Conduct regular sales team reviews with KPIs.

Drive implementation of structured beat plans and coverage.

Address performance gaps with coaching and field visits.

Implement recognition programs and team engagement initiatives.

3: Distribution Expansion & Network Management

Brief: Expand the distributor and sub-stockist network to ensure deeper retail penetration.

Roles & Responsibilities:

Identify and appoint distributors in uncovered/underpenetrated areas.

Evaluate distributor ROI, health, and order fill rates.

Monitor van coverage and retail route optimization.

Ensure proper onboarding, agreements, and compliance.

Organize periodic distributor meets and performance reviews.

4: Retail Coverage & Market Penetration

Brief: Drive numeric and weighted distribution by expanding retail reach and increasing throughput per outlet.

Roles & Responsibilities:

Monitor coverage and outlet productivity using DMS/field data.

Increase touchpoints for high-rotation dairy SKUs like Lassi, Buttermilk.

Execute "New Outlet Activation" programs.

Drive presence in alternate channels like HoReCa and Institutions.

Benchmark market penetration against competitors.

5: Product Availability & Visibility

Brief: Ensure maximum availability and visibility of core and focus SKUs at the point of sale.

Roles & Responsibilities:

Drive planogram and shelf-share compliance in top outlets.

Ensure 90%+ availability of core dairy SKUs across GT & MT.

Monitor SKU fill rates via distributor and retail data.

Coordinate with marketing for timely POSM deployment.

Conduct visibility and share-of-shelf audits.

6: Trade Marketing Execution

Brief: Ensure flawless execution of trade schemes, campaigns, and promotional activities across the state.

Roles & Responsibilities:

Drive trade schemes implementation with timely communication.

Ensure claim processing and distributor payouts.

Plan and execute seasonal campaigns (e.g., Ghee in festivals, Lassi in summer).

Collaborate with marketing for region-specific POS materials.

Monitor scheme utilization and ROI analysis.

7: Channel Profitability

Brief: Ensure sustainable profitability for all distribution partners and sales territories.

Roles & Responsibilities:

Track distributor margins, investments, and returns monthly.

Reduce wastage, damages, and stock ageing to optimize profits.

Conduct profitability analysis by channel and region.

Optimize van sales, loading norms, and operational costs.

Support financially stressed distributors with plans for revival.

8: Collections & Credit Management

Brief: Maintain strong credit hygiene and timely collections across the entire channel.

Roles & Responsibilities:

Track distributor outstanding and ageing with finance.

Ensure credit norms are followed by all ASMs/SOs.

Flag defaulters and initiate recovery actions.

Recommend credit limits for new appointments.

Liaise with commercial and legal teams where needed.

9: Market Intelligence & Reporting

Brief: Capture timely and relevant market and competitor insights to support strategic decisions.

Roles & Responsibilities:

Track and report competitor schemes, pricing, launches.

Identify emerging customer preferences and packaging trends.

Provide insights to marketing and HO for new product ideas.

Gather retailer/distributor feedback regularly.

Submit monthly market intelligence decks.

10: People Development & Training

Brief: Enhance sales capability by implementing structured training, mentoring, and development programs.

Roles & Responsibilities:

Identify skill gaps through performance reviews.

Coordinate and deliver functional/product training.

Facilitate joint working and mentoring sessions.

Conduct sales process and CRM/DMS training.

Ensure 2+ training days per quarter per employee.

Additional Key Responsibilities

1. Cross-Functional Coordination:

Act as the regional SPOC to coordinate with supply chain, quality, production, marketing, and finance teams to resolve operational issues.

1. Demand Forecasting Support:

Provide market-based inputs for demand planning to minimize stockouts and excess inventory.

1. New Product Launch Support:

Lead the field-level execution and post-launch tracking of new dairy product rollouts in the region.

1. Crisis Management & Business Continuity:

Handle local-level disruptions such as distributor exits, logistics strikes, or compliance issues without affecting sales continuity.

1. Regulatory & Compliance Monitoring:

Ensure adherence to FSSAI, packaging, MRP, and local trade laws in coordination with the legal and regulatory teams.

1. MIS & Reporting Accuracy:

Ensure timely and accurate submission of sales reports, performance dashboards, and market feedback reports.

1. Budgeting & Cost Control:

Manage regional trade spends, promotional budgets, and travel costs within approved limits.

1. Sales Automation & Tool Adoption:

Drive adoption of DMS/CRM/mobile sales tools among ASMs and SOs and ensure accurate data capture.

1. Retailer Relationship Management:

Maintain strong relationships with key retailers and modern trade accounts to secure visibility and shelf space.

1. Participation in Strategy & Review Meetings:

Represent the region in national sales reviews, planning sessions, and CEO office reviews with actionable insights and data.

________________________________________

Work Relations:

Internal:

• Reporting to the Head of Sales & Marketing.
• Coordination with Production, Quality Control, Maintenance, HR, Accounts, and Dispatch teams.

External:

• Engage with distributors, retailers, end-consumers, and hospitality networks.
• Collaborate with marketing agencies, logistics providers, and regulatory agencies.

________________________________________

Qualifications & Experience:

Education: Bachelor's degree in business administration, Commerce, or equivalent.

Experience:

• 10–20 years of experience in modern sales of premium dairy or food products (FMCG experience preferred).
• Proven success in B2B and retail sales, Horeca, modern trade, ecommerce.
• Strong relationships with Class-A retail stores and familiarity with modern retail formats like DMart, Reliance, and Natures Basket.

Skills & Competencies:

• Fluent in Gujarati and Hindi (English preferred for B2B).
• Strong negotiation, communication, and relationship-building skills.
• Proficient in mobile apps and digital tools with sales team's daily, weekly, monthly reporting.
• Ability to analyze markets, plan strategies, and achieve sales targets.
• Comfortable with extensive travel and ready to relocate, if required.

________________________________________

Additional Information:

Work Environment: 6-day workweek (Monday to Saturday).

Shift: General (9:00 AM – 6:00 PM); may vary based on business needs.