Regional Sales Manager

Roles & Responsibilities:

Sales & Revenue

• Own the zonal sales target, including primary and secondary sales, and drive achievement month-on-month.
• Develop and execute the zonal go-to-market strategy in line with the Offline Sales Charter set by the VP Offline Sales.
• Monitor sell-through, stock health, and channel-wise performance across General Trade, Modern Trade, and Institutional Sales.

Distribution & Market Development

• Expand the distributor and retail network across the zone to improve numeric and weighted distribution.
• Identify white spaces and new markets/towns for expansion.
• Ensure optimal distributor appointment, ROI management, and timely claims settlement.

Team Management

• Lead, mentor, and manage Regional Sales Managers, Area Sales Managers, and Sales Officers across the zone.
• Set individual and team targets and drive performance reviews and capability building.
• Recruit and build a strong field sales team as the zone scales.

Trade & Channel Management

• Plan and execute trade promotions, schemes, and BTL activities in coordination with the Trade Marketing team.
• Ensure in-store visibility, merchandising, and planogram compliance.
• Build strong relationships with key distributors, super stockists, and Modern Trade accounts across the zone.

Reporting & Analysis

• Track zonal sales performance, market share, and competitor activity.
• Provide regular MIS reports, forecasts, and market intelligence to the VP – Offline Sales.

Manage the zonal sales budget and ensure efficient utilization of trade spends with a focus on ROI.

Desired Candidate Profile:

• 8-13 years of experience in FMCG Sales or related field with expertise in Channel Sales, Distribution Management, General Trade (GT), Modern Trade (MT), Primary & Secondary Sales.
  
• Proven track record of achieving significant revenue growth through effective territory management and team leadership.
  
• Strong understanding of Indian markets with knowledge of local regulations and cultural nuances.