Regional Manager - Trade Sales

JOB ROLE :Regional Manager - Trade Sales

TYPE OF ROLE:People Management Role

BU/ DIVISION:Consumer Products- Trade Sales

Location: Hubli

JOB PURPOSE

The RSM bridges strategy and execution by managing trade sales managers and achieving targets for their specific category or region.

KEY RESPONSIBILITIES

• Business
• Primary Sales: Achieve primary sales targets by ensuring timely distributor orders and billing.
• Secondary Sales: Focus on retail-level sales growth through distributor and retailer engagement.
• Secondary Phasing/Market Servicing: Ensure consistent secondary sales through distributor planning.
• Nex Direct Dealers: Delivering Primary targets of nex direct dealers.
• NPD commercialization: Deliver primary & Secondary targets of NPD commercialization
• Premiumization: Drive premiumization agenda of the organization
• Distribution
• GTM Execution: Execute GTM plans at a regional level, ensuring alignment with state objectives.
• Distributor ROI: Ensure financial viability of distributors by ensuring right revenue mix
• Distributor Infrastructure: Build strong relationships with distributors and ensure their operational excellence.
• In Market Execution
• Market Working: Spend significant time in the market with TSMs to monitor and improve on ground execution.
• Driving Productivity: Drive daily/weekly productivity for DSOs and TSMs and monitor their performance regularly
• Market Activities: Executing market engagement activities and deployment of BTL elements, RBP program, WOD & DOA for RPL stores
• Scheme Optimization & Loyalty Management: Implement and monitor trade schemes to drive sales.
• Market Intelligence: Identify competitive threats and market opportunities, sharing insights with state teams.
• Driving Weighted & Numeric Distribution: Increase outlet coverage and improve brand presence.
• Process Efficiency Improvement: Work with TSMs to streamline sales processes and enhance field execution.
• Sales IT Execution: Train and ensure TSMs use technology tools effectively for planning and reporting.
• After Sales
• After Sales Service: Coordinate with service teams to resolve regional issues.

- Commercial Efficiency

• Channel finance: Ensuring timely collection of channel finance and BEL outstanding
• Working Capital: Ensure adequate working capital investment from distributor.

EDUCATIONAL QUALIFICATIONS

Graduation (any)

WORK EXPERIENCE

• 5-7 years of relevant experience in B2C sales - preferably from FMCD /FMCG/ consumer durables and geographical exposure of the region.
• Should have experience in B2C Sales.

INTERNAL / EXTERNAL INTERFACE

• SCM
• Logistics
• Marketing
• ABM
• Sales Coordinators
• Channel Partners

BEHAVIORAL COMPETENCIES

• Think Beyond
• Put Customers First
• Collaborate to Win
• Develop Talent
• Be the Best
• Be Agile