Regional Sales Manager - Hyderabad

To give strategic direction to the team, achieve Sales & Market Share targets for the region, develop and implement strategies to increase distribution, manage financial parameters (SG&A, OH of the branch), ensure all financial & regulatory compliance in the branch, collaborate with Demand Generation Ethical Sales Team & Cross Functional stakeholders and develop a strong second line leadership in the sales team so that ANI trade objectives for the branch are achieved.

Core Job Responsibilities

1. Give strategic direction to the Region and ensure the achievement of the topline sales number

• To plan and achieve the sales targets
• To plan and achieve the distribution targets
• To control & monitor sales returns, damages, expiry stocks, etc. as per company norms

2. Deliver Market Share Goal at Category Level for the Region

3. Ensure Financial compliance by way of:

• Implementing credit policy and credit controls
• Monitor and control SG&A spends in the Region (Over Heads and Trade Marketing)
• Overall responsible for timely & risk-free realization from the customer (distributor, institutions & cooperatives)
• Plan & Deliver on M&P initiatives

4. Business Planning for the Region

• Monitor market coverage through ASM / TSE and distribution network
• Monitor implementation of Distribution plan across ASM territories in line with Trade S&D plans
• Conduct monthly RTMs (Regional Team Meeting) for ASMs and review area performance and forecast every month post the RFM (Regional Forecast Meet)
• Attend the JCM of the all ASMs with TSEs at least once a year
• Work closely with the Ethical ABMs and RMs of the region

5. Distribution Management & stock planning for the branch

• Monitor pipelines across the Region (C&F) and Distributors
• Plan & Monitor execution of the secondary sales plan through the ASM – Area wise , TSE wise, Brand wise , SKU wise
• Lead a RFC (Regional Team Meeting) along with the Customer Service Manager and review area wise trade forecast
• Involve the MND & PND RBM, Regional Manager : Modern Trade and Regional Manager : Customer Marketing in the Regional Fc Meet
• Participate in the Trade BU Forecast meet at Head Office along with the other Demand Planning, Supply Chain, Vertical Heads in the Trade BU & the HO marketing team

6. Code of conduct and compliance to stat / regulatory/QA norms

• Ensure branch adherence to code of conduct
• Ensure branch adherence to sales SOP
• Conformation to all financial and administration systems
• Compliance to statutory and regulatory norms
• Ensure that the branch team handles Legal Issues, PFA issues, packaging defects etc in consultation with HO Teams
• Checks stock hygiene & engages with customers/officials on QA related issues as per organization guidelines

7. Administration Responsibilities:

• Ensure proper documentation of spends in the branch (SG&A – OH and TMM)
• Ensure proper capturing of sales MIS at the branch
• Primary Sales
• Secondary Sales
• Drive distributor computerization project through the Commercial Excellence Team (at HO)
• Sales waste
• Pipelines
• Financials
• Provide necessary support to the BU Head trade to run the trade BU
• Track competitor activity and create a database for the same
• Ensure timely submission of the trade Fc to the BU Head
• Ensure timely submission of SG&A Fc to the CMM Head

8.Develop team through coaching, training and reward management

• To motivate and provide leadership to the trade team in the branch
• To work with all ASM’s & TSE as per guidelines
• Facilitate and support training for the ASM’s and their teams
• To manager careers within the branch and actively engage with other branch heads, vertical heads in the trade BU to facilitate cross functional exposure for the team.
• To reward superior performance in the branch through timely recognition
• Provide Transparent & Robust Feedback through Coaching Scores, Mid Yr & End-Year Assessment
• Structure DAP & Succession plans for Key Talent

9. In Store Retail execution & Localized Trade Marketing Initiatives

• Ensure best in class implementation of Channel loyalty programs as per plan
• To develop customized business plan in order to leverage regional opportunities
• Oversee the design and implementation of innovative Trade Marketing activities through proper identification of trade channels and segments within the branch.
  
  

Minimum Qualifications

Minimum Education

Post Graduate

Education Level

Major/Field of Study

MBA/PGDM

Sales & Marketing

Experience

MINIMUM WORK EXPERIENCE

Experience Details

• Minimum 15- 18 years of relevant experience.
• Graduate 15 – 18 years experience at a zonal / branch / region level in a FMCG company with sufficient knowledge and understanding about Sales systems and processes or an MBA from a premier institute with upto 8-10 yrs experience in sales in a MNC FMCG or with a top Indian FMCG (mix of different types of trade - traditional trade, modern trade, trade marketing would be ideal)
• Mobility PAN India