Lotte India - Regional Sales Manager

We are looking for a talented Regional Sales Manager to join our team. The successful candidate will be responsible for driving sales growth, distribution expansion, and profitability across the assigned region for the confectionery business. The role focuses on leading GT sales teams, strengthening distributor networks, and executing trade-led strategies aligned with company objectives.

Position: Regional Sales Manager

Region: North Zone

Location: Delhi Territory

Head Quarter: Delhi

Job Type: Permanent

Job Purpose:

The Regional Sales Manager is responsible for driving sales growth, distribution expansion, and profitability across the assigned region for the confectionery business. The role focuses on leading GT sales teams, strengthening distributor networks, and executing trade-led strategies aligned with company objectives.

:

• 8-15 years of FMCG sales experience, primarily in General Trade.
• Minimum 3-5 years in a leadership role managing ASMs / Sales Officers.
• Experience in confectionery / impulse categories preferred.
• Graduate degree mandatory; MBA / PGDM in Sales & Marketing preferred.

Key/Top Skills:

• Strong expertise in GT sales operations within FMCG / impulse categories.
• Proven capability in driving secondary sales, volume, and value growth.
• Deep understanding of GT distribution models, wholesaler & retailer dynamics.
• Expertise in trade schemes, discounts, and visibility programs.
• Strong command over pricing, margins, and profitability management.
• Distributor appointment, management, and performance optimization.
• Expansion of numeric & weighted distribution across outlets.
• Strong understanding of beat planning, outlet segmentation, route productivity.
• Hands-on experience managing seasonality and demand spikes (festivals, summers).
• Ability to lead, coach, and develop ASMs and front-line sales teams.
• Strong performance management, target setting, and review mechanisms.
• Data-driven approach using MIS, sales dashboards, and market reports.
• Forecasting, budgeting, and AOP execution for GT business.
• Capability to identify market gaps, white spaces, and outlet opportunities.
• Strong focus on in-store visibility, merchandising, and POS execution.
• Experience driving new product launches and GT activations.
• High level of compliance with company policies and ethical standards.

Key Responsibilities:

• Drive primary and secondary sales to achieve regional GT targets.
• Develop and execute region-wise GT sales strategies aligned with AOP.
• Lead, mentor, and motivate Area Sales Managers and Sales Officers.
• Strengthen distributor and wholesaler relationships for optimal market coverage.
• Ensure effective rollout and execution of GT trade schemes and promotions.
• Expand numeric and weighted distribution across key GT outlets.
• Monitor market trends, competitor activities, and retailer feedback.
• Work closely with marketing teams on GT-focused launches and activations.
• Control schemes, budgets, and expenses to ensure profitability.
• Conduct regular field visits, reviews, and performance discussions using MIS.
• Ensure adherence to company policies, compliance standards, and trade discipline.