Regional Sales Manager at Afconrecruit Limited

PURPOSE OF THE ROLE

• Ensure that the team has the right tools, capability and motivation to deliver and outperform set targets in retail market

AREAS OF RESPONSIBILITY

Strategy and Planning

• Responsible for the Primary sales and secondary sale in the Region.
• Develop and maintain the sales and marketing business plan.
• Design and monitor individual and team sales objectives on monthly, quarterly and annual basis.
• Should be able to counter extreme environmental challenges to business GSV (Gross Sales Value)

Grow Market Share

• Regularly conduct retail outlet audits to study market share movements and track market share.
• Concentrate on strong tracks for volume growth & weak tracks to build brand image & generate growth.
• Work with the team to correct market working discipline, daily targets vs achievement tracking.
• Responsible for PJP adherence of the team and ensured strict adherence to working norms & practices, reports/analysis

People and Organization

• Responsible for developing the team through motivation, counselling, skills development and product knowledge development.
• Establish the process of monitoring the performance of individual and team by proper reporting and communications mechanism involving sales reports, cyclical sales meetings etc. and individual growth plans.
• Recognize and celebrate team and team member accomplishments.
• Ensure sales and product training are provided to the team and offroll sales personnel as required from time to time for enhancement of productivity Team Management review

Schemes and promotions

• Design and execute volume scheme and special offer to achieve short term & long term volume objectives and increase trade advocacy & increase share in the region.
• Plan & execute consumer centric activities in the region – focus on generating trials and increase penetration.
• Responsible for promotional budget for the brands at the retail level. Utilization of local sales promotional & merchandising activities, monthly schemes at the point of sale for achieving sales target and brand awareness.
• Activation - aligning to the national agenda 'Regional Budgets

Retail outlet management

• Ensure the picture of success implementation at the retail outlets in the region.
• Maintain the organization standard wrt. Quality, distribution, visibility, promotion, price and persuasion at the outlet.
• Align the team for execution of the marketing plans in the region as per the guidelines of the from state / regional marketing team while working within company policies, resources and budgets.

Distributor & Depot Management

• Develop KDs and Set clear business objectives with the KD with respect to Targets, and business growth.
• Manage KDs primary and secondary debt compliance
• Monitor stock transfer and overall depot management

Requirements

• Minimum B.Sc. or M.sc
• 5+ years experience in FMCG sales & marketing
• Knowledge & skills: Must have experience in handling distributors and retailers in an aggressive market environment
• Team Handling Skills
• Business Acumen
• Communication Best suited for someone who knows how to get the best out of people and can be a source of inspiration
• Is a great coach
• Is able to plan for others and structure their working