Regional Sales Manager

Key Responsibilities

Regional Sales Delivery: Achieve the regional monthly, quarterly and annual sales target, phased for seasonality, and recover shortfalls through a documented action plan.

Target Allocation: Convert the regional target into area, account and category targets and agree them with the Area Managers.

Account Coverage & Growth: Ensure every active account is covered on schedule, retain the key accounts of the region, and open new accounts across modern trade and general trade.

Key Account Management: Own the relationship with the regional modern-trade accounts (such as Lulu and Nesto outlets) for range, listings, repeat orders and shelf presence, with the National Sales Manager.

Category Mix: Push the margin-accretive and strategic categories in the region and support the clearance plans for aged stock agreed with Operations.

Pricing & Margin Discipline: Apply approved price lists, discount slabs and schemes, and prevent billing below the approved minimum margin.

Collections & Credit Support: Support collection of regional receivables within the agreed 30 / 60-day terms, flag overdue and over-limit accounts early, and escalate disputes.

Area Manager Coaching: Coach the Area Managers on targets, coverage, call productivity and account plans through weekly reviews and joint market visits.

Market Intelligence: Gather competitor pricing, new products and customer feedback and report them to the National Sales Manager.

Forecasting: Submit the regional sales forecast on time so that Purchase and Operations can plan stock.

Coordination with Operations & Finance: Raise order, stock and dispatch issues with the Sales Coordinator and Logistics Coordinator, and coordinate collections with the Accountant Receivables.

Reporting & CRM: Submit regional reports on time and ensure enquiries, orders and follow-ups are recorded in the CRM.

Team Development: Recruit, train and develop the regional sales team with HR support and build clear role ownership.