Regional Sales Manager- FMCG

The ideal candidate will prospect and close sales leads to help generate revenue for the company. They will also be responsible for developing, implementing, and evaluating the sales strategy. They will have strong management and coaching skills to support the learning and development of the sales team.

The Regional Sales Manager (RSM) will be responsible for leading and managing sales operations

across a larger geographical region, encompassing multiple Area Sales Managers (ASMs) and their

respective teams. This role involves developing and executing long-term growth strategies,

achieving ambitious sales targets, optimizing distribution networks, building strong relationships

with key regional accounts, and driving overall sales growth for company's range of chocolate and

confectionery products. The RSM will provide strategic guidance, mentorship, and support to the

sales teams within the region, ensuring efficient and ethical sales practices and maximizing market

penetration. The RSM will focus on selling solutions to customers, cultivating strong relationships

with 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 plans

to achieve company objectives, with a focus on long-term growth.

o Set ambitious sales targets and KPIs for the region, aligned with overall company

goals.

o Analyze market trends, competitive activities, and regional performance to identify

opportunities and challenges.

o Prepare accurate sales forecasts, budgets, and reports for the region, providing

regular 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 their

leadership and sales effectiveness.

o Foster a high-performance culture within the regional sales team, promoting

collaboration, 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 efficient

product availability and market coverage.

o Identify and appoint new distributors or restructure existing networks to maximize

sales and market penetration.

o Negotiate and manage agreements with key regional distributors, ensuring

alignment with company policies and objectives.

o Monitor distributor performance, analyze sales data, and implement corrective

actions to improve efficiency and effectiveness.

● Key Account Management:

o Identify, develop, and maintain relationships with key regional accounts, including

large 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 or

concerns 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 customer

organizations.

● New Business Development and Market Expansion:

o Identify and explore new business opportunities within the region to expand the

customer base and increase sales.

o Develop and implement strategies for new market entry and product launches

within 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 (Quick

Service Restaurants), home bakeries, cloud kitchens, etc.

● Brand Management and Marketing Alignment:

o Ensure effective execution of brand promotion activities and marketing initiatives

across the region.

o Collaborate with the marketing team to develop and implement regional marketing

campaigns and trade promotions.

o Monitor brand performance and provide feedback to the marketing team on

regional market trends and customer preferences.

● Product Management and Pricing:

o Provide input on product development and ensure successful implementation of

new product launches in the region.

o Develop and manage regional pricing strategies to optimize profitability and

competitiveness.

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 the

region.

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, customer

feedback, 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.