Prima Art – Regional Business Manager (RBM)
Role Charter
Reports To: National Sales Manager
Purpose: To develop a profitable, disciplined and sustainable business across the assigned region through excellent distributor management, retailer development, team leadership and execution while upholding Prima Art's values of Integrity, Excellence and Customer Delight.
1. PLANNING
· Prepare Annual Regional Business Plan.
· Prepare Quarterly Growth Plan.
· Prepare Monthly Sales Forecast.
· Develop Territory Expansion Plan.
· Identify new business opportunities and high-potential cities.
· Recommend appointment of new distributors.
· Allocate monthly targets and route plans.
· Plan inventory, festivals, product mix and launches.
2. MOTIVATING
· Conduct monthly team meetings and weekly coaching.
· Develop Sales Executives through field accompaniment.
· Recognize and reward performance.
· Build strong distributor relationships.
· Conduct retailer product knowledge sessions.
· Promote ethical and customer-centric business culture.
3. MONITORING
· Monitor primary and secondary sales.
· Review territory coverage and new customer additions.
· Monitor distributor inventory and collections.
· Review Sales Executive productivity and field discipline.
· Track competition, pricing and customer complaints.
4. MEASURING
· Measure sales achievement and growth.
· Active distributors and retailers.
· Average billing and product mix.
· Collection efficiency and profitability.
· Display penetration and customer satisfaction.
· Sales Executive productivity.
5. IMPROVING
· Continuously improve systems, reporting and territory productivity.
· Improve distributor capability and retail visibility.
· Develop people and succession pipeline.
· Submit at least one business improvement proposal every month.
Decision Making Authority
· Recommend distributor appointment/termination.
· Recommend territory restructuring.
· Recommend hiring and appraisal of Sales Executives.
· Recommend promotional activities and display allocation.
Expected Competencies
· Leadership and ownership.
· Territory management.
· Distributor development.
· Sales forecasting and negotiation.
· Business analytics and commercial understanding.
· Market intelligence.
Expected Behaviour
· Professional
· Disciplined
· Ethical
· Positive
· Respectful
· Organised
· Proactive
· Result-oriented
· Customer-focused
· Data-driven
· Continuous learner
· Solution-focused
Experience
· 8–15 years in channel sales.
· Minimum 3–5 years leading a region.
· Experience managing distributors and Sales Executives.
· Travel-intensive role.
· Experience handling ₹20 Cr+ business preferred.
Preferred Industry Background
· Jewellery
· Lifestyle Brands
· Watches
· Premium Gifts
· Consumer Durables
· Premium FMCG
· Luxury Retail
· Paints
· Electricals
· Kitchen Appliances
Annual KPI Weightage
KPI
Weightage
Sales Growth
25%
Distributor Development
15%
Retail Expansion
10%
Collections
10%
Team Development
10%
Market Intelligence
10%
Reporting Discipline
5%
Display & Brand Visibility
5%
Customer Satisfaction
5%
Continuous Improvement
5%
Prima Art – Regional Business Manager (RBM)
Role Charter
Reports To: National Sales Manager
Purpose: To develop a profitable, disciplined and sustainable business across the assigned region through excellent distributor management, retailer development, team leadership and execution while upholding Prima Art's values of Integrity, Excellence and Customer Delight.
1. PLANNING
· Prepare Annual Regional Business Plan.
· Prepare Quarterly Growth Plan.
· Prepare Monthly Sales Forecast.
· Develop Territory Expansion Plan.
· Identify new business opportunities and high-potential cities.
· Recommend appointment of current distributors.
· Allocate monthly targets and route plans.
· Plan inventory, festivals, product mix and launches.
2. MOTIVATING
· Conduct monthly team meetings and weekly coaching.
· Develop Sales Executives through field accompaniment.
· Recognize and reward performance.
· Build strong distributor relationships.
· Conduct retailer product knowledge sessions.
· Promote ethical and customer-centric business culture.
3. MONITORING
· Monitor primary and secondary sales.
· Review territory coverage and new customer additions.
· Monitor distributor inventory and collections.
· Review Sales Executive productivity and field discipline.
· Track competition, pricing and customer complaints.
4. MEASURING
· Measure sales achievement and growth.
· Active distributors and retailers.
· Average billing and product mix.
· Collection efficiency and profitability.
· Display penetration and customer satisfaction.
· Sales Executive productivity.
5. IMPROVING
· Continuously improve systems, reporting and territory productivity.
· Improve distributor capability and retail visibility.
· Develop people and succession pipeline.
· Submit at least one business improvement proposal every month.
Decision Making Authority
· Recommend distributor appointment/termination.
· Recommend territory restructuring.
· Recommend hiring and appraisal of Sales Executives.
· Recommend promotional activities and display allocation.
Expected Competencies
· Leadership and ownership.
· Territory management.
· Distributor development.
· Sales forecasting and negotiation.
· Business analytics and commercial understanding.
· Market intelligence.
Expected Behaviour
· Professional
· Disciplined
· Ethical
· Positive
· Respectful
· Organised
· Proactive
· Result-oriented
· Customer-focused
· Data-driven
· Continuous learner
· Solution-focused
Experience
· 8–15 years in channel sales.
· Minimum 3–5 years leading a region.
· Experience managing distributors and Sales Executives.