1 Distribution set up – The incumbent will be closely working in identifying and appointing the prospective distributors for his / her region. He / She will also take a key role in designing the Beat plans for the distributors along with sales managers to ensure optimum coverage of the market
2 Distributor’s Infrastructure – As part of appointing distributors, the incumbent will be responsible in getting the relevant infrastructure on board
3 Distributor Management – For a long term efficient performance, track distributors’ efficiencies and follow up on necessary related actions. Alongside, ensure that all distributor related issues are timely monitored and addressed to
4 MIS – To ensure correct tracking of business, the Regional Sales Manager will be required to maintain all the MIS for his / her region and report the same to the head office on regular basis
5 Sales Targets – The incumbent will be responsible for achieving the sales target as set by the Sales Head for his / her region and will lead the process of further breaking down the sales target within the region for the sales managers. The incumbent will continuously review sales performance within all geographies of the region to ensure achievement of the sales targets.
6 Sales Overhead Budgets - Develop, manage and ensure adherence to branch budgets as allocated by the sales head
7 BTL Budgets – Monitor and track the BTL budgets periodically alongside ensuring that the BTL budgets are judicially utilized transforming to targeted sales growth
8 Sales force – Will be responsible for attrition of the region’s direct and indirect sales force.
9 Team Management – Review Sales performances of the region’s sales team and implement relevant training programs for improved performances
10 Credit Management / Receivables – To ensure a smooth business, ensure 100% recovery of the money against stocks sold to the trade
11 Adherence to Journey Plans – Must ensure that the sales managers religiously follow the permanent journey plan to ensure all customers are attended to
Desired Skills and Experience
Experience Range Required:
- 7-8 years.
- Minimum 3-5 years in FMCG sales
Academic Background :
- MBA in Sales/Marketing