Senior Sales Coordinator

Full job description

Role Overview

We are seeking an experienced Senior Sales Coordinator from the FMCG industry, preferably with strong exposure to RSM / Sales Team to manage and coordinate regional sales activities. The role will have senior management-level accountability for sales target tracking, MIS, distributor coordination, dispatches, trade schemes, CRM portal management, regional expenses, data analysis, and management reporting. The candidate will act as a key coordination point between the RSM, Sales Team, Distributors and Head Office, with strong ownership for execution and timely closure of regional sales activities.

Key Responsibilities

Sales & Business Development

• Coordinate and monitor regional sales targets, primary and secondary sales, distributor performance and market coverage, and provide timely updates to the RSM/Business Head.
• Track sales achievement against targets, identify business gaps, monitor distributor performance and support the RSM in driving regional business growth.
• Coordinate with distributors, sales teams and internal departments to ensure product availability, order execution, dispatches and business continuity across the region.

Team Leadership & Performance Management

• Coordinate with the regional sales team and support the RSM in monitoring individual and team-wise targets, productivity and field performance.
• Track sales team reporting, CRM updates, market visit reports and pending activities, ensuring timely compliance.
• Identify performance gaps and coordinate with the RSM for corrective actions, follow-ups and closure.

Trade Marketing & Market Development

• Coordinate with the RSM and Sales Team for implementation and tracking of trade schemes, promotional activities and sales incentives.
• Collect and compile scheme performance data, distributor claims and market activation information.
• Track competitor activities, pricing, product movement and market feedback and provide relevant inputs to the RSM/Business Head.

Business Planning & Sales Forecasting

• Support the RSM in preparing monthly, quarterly and annual sales plans and forecasts based on historical performance and market inputs.
• Monitor target achievement, stock position, distributor requirements and dispatch status to support effective business planning.
• Identify sales trends, gaps and potential risks and provide timely analytical inputs to support management decision-making.

Reporting & MIS

• Take end-to-end accountability for regional sales MIS, including daily, weekly and monthly sales reports, target vs. achievement and distributor-wise performance.
• Collect, validate and compile data covering primary sales, secondary sales, stock, dispatches, schemes, distributor performance and SKU-wise sales.
• Prepare management dashboards, presentations and business review reports, ensuring 100% accuracy and timely submission with minimum follow-up.

Customer Relationship Management

• Coordinate with Super Stockists, Distributors, Wholesalers, Retailers and key channel partners to collect business information and resolve operational issues.
• Maintain accurate distributor and customer information in the CRM/Sales Portal and ensure timely updating of relevant sales activities.
• Support the RSM during distributor meetings and regional market visits and ensure timely closure of agreed action points.

Key Skills & Competencies

• Strong FMCG sales operations experience with excellent understanding of regional sales, distributor management, primary/secondary sales, trade schemes and market execution.
• Strong MS Excel, MIS, CRM, data analysis and management reporting skills, with the ability to prepare dashboards and business review presentations.
• Strong ownership, accountability, stakeholder management, communication, follow-up and problem-solving skills, with the maturity to work independently with RSMs and Senior Management.

What Success Looks Like

• 100% accurate and timely regional sales MIS, target tracking, CRM updates and management reports with minimum follow-up.
• Regional sales activities including distributor coordination, dispatches, schemes, expenses, sales data and reporting are effectively monitored and closed within defined timelines.
• Acts as a trusted senior-level business support partner to the RSM and Business Head, proactively identifying gaps, providing actionable insights and driving execution and closure.

Qualifications & Certifications

• Bachelors Degree in Business Administration, Commerce, Marketing or a related field.
• MBA in Sales/Marketing or equivalent qualification will be preferred.
• 15+ years of FMCG / Consumer Goods / Food / Beverages sales operations experience, preferably with strong exposure to RSM/Regional Sales Management, distributor-driven business and regional sales operations.

Benefits:

• Cell phone reimbursement
• Internet reimbursement
• Paid sick time
• Paid time off

Work Location: In person