Regional Manager - Trade Sales

Job description

JOB ROLE :Regional Manager - Trade Sales TYPE OF ROLE:People Management Role BU/ DIVISION Consumer Products- Trade Sales JOB PURPOSE The RSM bridges strategy and execution by managing trade sales managers and achieving targets for their specific category or region. KEY RESPONSIBILITIES • Business • Primary Sales: Achieve primary sales targets by ensuring timely distributor orders and billing. • Secondary Sales: Focus on retail-level sales growth through distributor and retailer engagement. • Secondary Phasing/Market Servicing: Ensure consistent secondary sales through distributor planning. • Nex Direct Dealers: Delivering Primary targets of nex direct dealers. • NPD commercialization: Deliver primary & Secondary targets of NPD commercialization • Premiumization: Drive premiumization agenda of the organization • Distribution • GTM Execution: Execute GTM plans at a regional level, ensuring alignment with state objectives. • Distributor ROI: Ensure financial viability of distributors by ensuring right revenue mix • Distributor Infrastructure: Build strong relationships with distributors and ensure their operational excellence. • In Market Execution • Market Working: Spend significant time in the market with TSMs to monitor and improve on ground execution. • Driving Productivity: Drive daily/weekly productivity for DSOs and TSMs and monitor their performance regularly • Market Activities: Executing market engagement activities and deployment of BTL elements, RBP program, WOD & DOA for RPL stores • Scheme Optimization & Loyalty Management: Implement and monitor trade schemes to drive sales. • Market Intelligence: Identify competitive threats and market opportunities, sharing insights with state teams. • Driving Weighted & Numeric Distribution: Increase outlet coverage and improve brand presence. • Process Efficiency Improvement: Work with TSMs to streamline sales processes and enhance field execution. • Sales IT Execution: Train and ensure TSMs use technology tools effectively for planning and reporting. • After Sales • After Sales Service: Coordinate with service teams to resolve regional issues. • Commercial Efficiency • Channel finance: Ensuring timely collection of channel finance and BEL outstanding • Working Capital: Ensure adequate working capital investment from distributor. EDUCATIONAL QUALIFICATIONS Graduation (any) WORK EXPERIENCE • 5-7 years of relevant experience in B2C sales - preferably from FMCD /FMCG/ consumer durables and geographical exposure of the region. • Should have experience in B2C Sales. INTERNAL / EXTERNAL INTERFACE • SCM • Logistics • Marketing • ABM • Sales Coordinators • Channel Partners BEHAVIORAL COMPETENCIES • Think Beyond • Put Customers First • Collaborate to Win • Develop Talent • Be the Best • Be Agile