Regional Sales Manager - FMCG

Description:
PURPOSE OF THE ROLE:
To effectively formulate, communicate and implement Trade Marketing & Distribution strategies in the region in alignment with the Brand strategy to achieve volume share and profit objectives.
DIMENSIONS:
Internal liaison: Marketing Leadership, Marketing /sales/Brands staff, Senior Management,
External liaison: Marketing consultants, research agencies, tobacco forums, Sales management networks, local govt. bodies & associations
PRINCIPAL ACCOUNTABILITIES:
- Formulates and executes the Trade Marketing and Distribution strategic plan in the region to achieve volume market share objectives.
- Collaborates with the Brands, Product development team and Sales heads in the planning process.
- Maintains efficient and effective distribution infrastructure to achieve agreed levels of service and ensure implementation to meet specific channel needs.
- Builds strong and effective infrastructure within the circles.

- Achieves market share growth as well as bottom line growth with agreed brand strategies.
- Ensures the Trade input plans implementation within given budget in the respective circles.
- Proactively assess the markets and explore the opportunities within the region.
- Has very sharp focus on data gathering, market intelligence and data analysis facilitating in planning and decision making.
- Leads a team of Circle Managers across the region who manages the entire salesforce within the region.
- Sets the goals for the sales teams and keeps them motivated to achieve the targets
- Effectively communicates the sales plan in the region to deliver targets.
- Develop and implement effective instore presence marketing and promotional programs in line with cycle planning to attain superior market presence.
- Drives and utilizes the digitization effort to provide reports to allow proper measurement of marketing activities and makes strategic recommendations based on analysis of ongoing trade and consumer promotion programs.
- Establishes working capital /credit limit targets and ensure smooth operations, manage distributors investments as per agreed levels.
KNOWLEDGE, SKILLS & EXPERIENCE:
- MBA with specialization in Marketing from a top institute.
- 12+ years in Sales Management.
- 15+ years of relevant experience in a large FMCG setup.
- Ability to develop clear and sharp sales strategies to push the sales volumes
- In-depth Understanding of brand management and its alignment with the business strategy.
- Experience of handling and growing a consumer brand and new brand launches.
- Expert levels of analytical capability and thorough understanding of market research and able to decipher competition strategies.
- An innovative yet practical leader with great organizational skills.
KEY PERFORMANCE INDICATORS:
- Sales growth (Volume, Value, Contribution, Profitability)
- Brand image improvement (net promoter scores and other brand equity measures)
- Put in place robust distribution infrastructure to support business needs and maintain the investment norms.
- Implementation of channel specified trade marketing activities to achieve competitive edge
- Efficiency of spends and budgetary controls
- Innovations and new launch success
- Good networking and working relationships built at work and with external entities.
- Highly motivated sales team