Regional Head Sales

The Regional Sales Head will be responsible for driving business growth, revenue generation, market expansion, retailer and distributor network development, and sales execution across the assigned region.

The role will lead regional sales strategy, channel development, product penetration, inventory planning, commercial operations, collections, and team performance to build a strong, profitable, and scalable distribution network.

Key Responsibilities:

Regional Sales & Business Growth

• Develop and execute the regional sales strategy in alignment with the company's overall business objectives.
• Drive regional sales, revenue growth, market penetration, and profitability.
• Achieve monthly, quarterly, and annual sales targets.
• Identify new business opportunities, territories, markets, and customer segments.
• Develop territory-wise sales plans, forecasts, and action plans.
• Monitor market trends, competitor activities, pricing, and customer requirements.

Retailer & Distributor Network Development

• Conduct market mapping and classify territories based on business potential.
• Identify, appoint, onboard, and develop retailers and distributors.
• Expand the retailer/distributor network across the assigned region.
• Build and maintain strong relationships with key retailers, distributors, and channel partners.
• Improve retailer productivity, sales throughput, product mix, and repeat business.
• Develop strategies for market activation and new territory penetration.

Jewellery Product & Market Development

• Analyze region-wise product demand, consumption patterns, and market preferences.
• Drive product penetration and effective product placement across the retailer network.
• Identify high-potential product categories and recommend region-specific product strategies.
• Monitor product-wise and territory-wise sales performance.
• Provide market feedback to management regarding product demand, pricing, competition, and customer preferences.

Sales & Revenue Management

• Monitor regional sales performance against targets and budgets.
• Drive revenue growth while maintaining healthy margins and commercial discipline.
• Monitor primary and secondary sales performance.
• Develop sales forecasts and ensure achievement of business plans.
• Identify performance gaps and implement corrective action plans.
• Support revenue and profitability optimization.

Inventory & Stock Management

• Coordinate inventory planning based on market demand, sales forecasts, and retailer requirements.
• Ensure optimum stock availability across the distribution network.
• Monitor stock movement, ageing, rotation, and replenishment.
• Minimize stock-outs, excess inventory, and slow-moving stock.
• Coordinate with internal teams to ensure timely product availability.

Commercial & Collection Management

• Monitor retailer and distributor outstanding payments.
• Drive timely collections and maintain healthy receivables.
• Ensure adherence to credit limits and commercial policies.
• Monitor overdue accounts and develop recovery plans.
• Maintain commercial discipline across the regional network.

Team Leadership & Performance Management

• Lead, manage, and motivate the regional sales team.
• Set individual and team targets in line with regional business objectives.
• Monitor team productivity, market coverage, and target achievement.
• Conduct regular performance reviews and business reviews.
• Coach and develop team members to improve sales capability and market execution.
• Build a high-performance, target-oriented sales culture.

Market Execution

• Ensure effective implementation of company sales strategies at the ground level.
• Monitor market visits, retailer coverage, sales calls, and territory productivity.
• Improve sales force effectiveness and market coverage.
• Ensure proper execution of promotional and trade activities.
• Regularly review competitor activities and market developments.

MIS, Reporting & Business Reviews

• Prepare and review regional sales MIS, forecasts, and business reports.
• Monitor sales, collections, inventory, retailer productivity, and market performance.
• Conduct regular regional business reviews.
• Provide management with accurate forecasts, insights, risks, and action plans.
• Ensure timely and accurate reporting of all key sales and commercial metrics.

Educational Qualification:

• Graduate degree in Commerce, Business Management, Marketing, Sales, or a related discipline.
• MBA / PGDM in Sales & Marketing, Marketing Management, Business Management, or Retail Management is preferred.

Experience:

• 8-15 years of overall sales experience, preferably in the jewellery, retail, FMCG, telecom, financial services, insurance, or other distribution-led industries.
• Minimum 5 years of experience in a Regional/Zonal Sales Leadership role.
• Strong experience in retailer/distributor network development and channel sales.
• Experience in managing large territories and geographically distributed sales teams.
• Candidates with experience in diamond jewellery, gold jewellery, or jewellery distribution will be strongly preferred.
• Candidates from FMCG, Telecom, Finance, Insurance, or other micro-level distribution businesses with strong channel management experience may also be considered.