Regional Sales Manager - Traditional Trade Delhi

JOB DESCRIPTION:

KEY 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)

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 Branch Heads, Vertical Heads in the Trade BU & the HO marketing team

6.    Code of conduct and compliance to stat / regulatory 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

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.

Key Behavioral Competencies Required :

• Leadership
• People management skills
• Interpersonal skills
• Communication skills
• Analytical skills
• Negotiation skills and influencing ability
• Planning and organizing ability

Business Knowledge:

• Knowledge of market dynamics, demographics of area
• Knowledge of sales systems and processes
• Knowledge of Channel sales across different types of outlets

• Understanding of basic science and product knowledge

• Networking and orientation towards customer (retailers/associations) management

Technical Knowledge:

• Sales management
• Knowledge of various statistical techniques, operating packages
• Financial & Marketing management
• Logistics & supply chain management
• Data management and analytical techniques
• IT – computer knowledge

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

The base pay for this position is

N/A

In specific locations, the pay range may vary from the range posted.

JOB FAMILY:Sales ForceDIVISION:ANI International NutritionLOCATION:India : RemoteADDITIONAL LOCATIONS:WORK SHIFT:StandardTRAVEL:Yes, 100 % of the TimeMEDICAL SURVEILLANCE:Not ApplicableSIGNIFICANT WORK ACTIVITIES:Continuous walking for prolonged periods (more than 2 hours at a time in an 8 hour day)