Regional Business Head at Multipro Consumer Products Limited

Job Objective

• Lead the commercial sales operations for the assigned category within the region, collaborating with the team to meet annual operating plan (AOP) and target objectives.
• Develop and enhance direct and indirect sales channels with appropriate strategies and measurement tools to drive company growth, profitability, and market share expansion.
• Talent Management – Coaching, Mentoring and personnel development

Core Deliverables

• Define the current status of the category in the region and create strategies, tactics, and opportunities to grow market share, contribute to category growth, and meet evolving consumer demands.
• Oversee category performance, distribution management, resource allocation, and people management for the region.
• Serve as the Category Expert, ensuring the execution of the Strategic Business Plan using Trade Management or Business Development Planning to achieve topline sales, net sales, and market share targets.
• Build and manage strong business relationships with distributors in the assigned region.
• Onboard Distributors that have a strong channel and category expertise to make a significant contribution to the STT.
• Drive the profitability of the LUSH business by setting short-term and long-term sales goals and implementing distribution channel strategies.
• Lead and manage the sales team, including Area Sales Managers, City Heads, Sales Representatives, and Merchandisers, ensuring alignment with company strategic goals.
• Develop and implement the Sales AOP (volume and distribution targets).
• Expand the business by maintaining existing customer bases while identifying new opportunities for growth within the region.
• Analyze the market trends and sales performance for overall improvement in order to be competitive in the market.
• Ensure proper management and control of company assets (like sales vehicles assigned to resources and Distributors, POS materials, etc).
• Track the performance of the ASMs’ work plan and of the Sales Executives daily/weekly call plan and ensure appropriate interventions are administered where necessary.
• Coach and mentor the team to understand and align with the KPIs. Encouraging the team to implement Coaching and Accompaniment at all Supervisory levels.

Collaborate with the Learning & Development team on:

• Training Needs Analysis
• Content Development
• KPI alignment
• Performance Reward Management

Requirements / Qualifications

Education:

• Minimum of a University Degree. MBA is an added advantage.

Experience:

• 10-15 years of sales experience, preferably in Fast-Moving Consumer Goods (FMCG).

Knowledge / Skills / Abilities:

• Proven technical expertise in managing similar responsibilities.
• Proficiency in IT skills, including Excel, Power BI, and salesforce automation.
• Strong ability in data tracking, analysis, and presentation preparation.
• High commercial intelligence and strategic people management capabilities.
• Strong numerical and sales analytics skills.
• Commitment to achieving AOP targets.
• Self-motivated, reliable, and capable of working independently.
• Ability to perform under pressure and meet assigned targets.