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.

• 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

MINIMUM WORK EXPERIENCE

Experience

• 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