Regional Sales Manager (North) - General Trade _ 8 To 15 years

Role & responsibilities

1. Sales & Business Growth

• Drive achievement of primary and secondary sales targets for the assigned zone.
• Develop and execute regional sales plans in line with the company's annual business plan.
• Monitor sales performance across territories, distributors, and channels and take corrective actions wherever required.
• Identify opportunities for business expansion, new markets, and increased market penetration.

2. Team Management

• Lead, guide, and manage the regional sales team, including ASMs, SOs/SEs, and other field personnel.
• Set targets for the team and regularly review achievement against targets.
• Conduct periodic performance reviews and provide coaching and on-the-job support.
• Ensure optimum manpower deployment and productivity across the region.

3. Distribution & Market Expansion

• Strengthen the distributor/dealer network and ensure effective territory coverage.
• Identify and appoint new distributors wherever required.
• Ensure adequate product availability, visibility, and assortment across markets.
• Drive expansion into new territories, towns, and outlets.

4. Market & Competition Management

• Track market trends, competitor activities, pricing, schemes, product launches, and consumer trends.
• Provide actionable market intelligence to the management team.
• Develop strategies to counter competitive activities and improve the company's market position.

5. Sales Planning & Forecasting

• Prepare monthly, quarterly, and annual sales forecasts for the assigned zone.
• Ensure effective execution of PJP (Projection Journey Plan) and optimum utilization of field staff.
• Monitor distributor stock, secondary sales, inventory levels, and market requirements to ensure business continuity.

6. Commercial & Operational Control

• Monitor distributor performance, outstanding payments, stock levels, and credit discipline.
• Ensure adherence to company policies, pricing structures, schemes, and sales processes.
• Control sales expenses and ensure optimum utilization of the allocated regional budget.

7. Reporting & Performance Review

• Prepare and submit regular sales and market performance reports.
• Conduct periodic review meetings with the sales team and distributors.
• Analyze Target vs. Achievement, productivity, distribution, outlet coverage, and territory-wise performance and implement improvement plans.

Preferred candidate profile

• Graduate/MBA in Sales & Marketing or a related discipline.
• 815 years of relevant experience in FMCG sales, preferably with experience handling a large and diverse territory covering multiple states.
• Strong experience in General Trade, Distribution, and Channel Sales.
• Proven track record of managing large and diverse sales teams and achieving business targets.
• Strong understanding of distributor management, market expansion, and sales planning.
• Good analytical, negotiation, communication, and leadership skills.
• Willingness to travel extensively across the assigned zone.