Regional Sales Manager

Job Title: Regional Sales Manager (RSM) South India

Department: Sales & Business Development

Base Location: Kerala

Territory Covered: South India

Industry: Industrial Tapes & Adhesives (B2B Manufacturing)

Employment Type: Full-Time

Position Summary

We are seeking an experienced and results-driven Regional Sales Manager to lead and drive sales operations across South India. Based in Kerala, the candidate will oversee regional sales strategy across two primary revenue streams: 80% through dealer/distributor networks and 20% through direct industrial B2B clients.

The ideal candidate will have strong experience in industrial sales, channel partner management, and communication. This position focuses 80% on managing, servicing, and growing existing channel partners and direct accounts, and 20% on nurturing incoming leads generated via online channels, trade inquiries, and references.

Reporting Structure

• Direct Reporting: Sales Head (Headquartered in Mumbai)
• Indirect Reporting: Director
• Team Supervision: Direct management of Regional Sales Officers (present and future additions)

Key Responsibilities

1. Channel & Dealer/Distributor Management (80% Weightage)

• Drive sales volume and revenue targets across the South India region primarily through existing dealer and distributor networks.
• Build, maintain, and strengthen long-term relationships with existing distributors, dealers, and key direct accounts.
• Monitor channel health, inventory movement, credit limits, and timely payment collection across all network partners.
• Plan and execute promotional schemes, channel incentive programs, and distributor meets to boost sales throughput.
• Service current industrial accounts to ensure client satisfaction, repeat orders, and expansion of product lines.

2. Business Development & Lead Conversion (20% Weightage)

• Qualify, nurture, and convert inbound business leads received through digital channels, corporate inquiries, and industry referrals.
• Identify potential direct B2B clients and OEM customers in industrial hubs across South India.
• Conduct product demonstrations, trial evaluations, and technical presentations in coordination with technical support teams.

4. Market Intelligence & Reporting

• Submit weekly/monthly sales forecasts, pipeline updates, and market reports
• Gather competitor insights regarding product pricing, scheme structures, new applications, and market trends.
• Ensure seamless coordination between the regional office/field team and the Head Office in Mumbai.

Candidate Profile & Qualifications

Education:

• Bachelor’s degree in Business Administration, Marketing, Commerce, or Engineering (B.E./B.Tech/B.Sc/BBA).
• An MBA/PGDM in Marketing or Sales Management is preferred.

Experience:

• 8 to 12+ years of progressive experience in B2B sales within industrial consumables, manufacturing, industrial tapes, adhesives, packaging, chemicals, coatings, or building materials.
• Proven track record of managing distributor/dealer networks (general/industrial trade) alongside direct industrial accounts.
• Previous experience managing field sales personnel (Sales Officers/Executives).

Key Competencies & Skills:

• Channel Management: In-depth knowledge of distributor economics, credit control, margin structures, and channel activation.
• Technical B2B Selling: Ability to understand technical specifications of industrial tapes & adhesives and present tailored solutions to industrial clients.
• Territory Management: Excellent understanding of industrial zones and commercial hubs across South India (Kerala, Tamil Nadu, Karnataka, Andhra Pradesh, Telangana).
• Communication & Languages: Fluency in English and Malayalam is mandatory. Working knowledge of Tamil, Kannada, or Telugu is a strong advantage.
• Mobility: Willingness to travel extensively across South India (up to 50–60% field travel).

What We Offer

• Competitive compensation package (Fixed CTC + Performance Incentives).
• competetive TADA policy for travel expenses
• Stability- Waco is 80+ year old organization
• High degree of operational autonomy to build and grow the South India region.