Role & responsibilities :

The Regional Sales Manager (RSM) is responsible for driving sales growth, market share expansion, distribution excellence, and profitability across the assigned region for AWL's Oil and Foods portfolio. The role ensures achievement of primary, secondary sales targets while strengthening distributor capability, enhancing outlet coverage, and building a high-performance sales team.

Key Responsibilities -

1. Business Delivery & Revenue Growth

- Deliver monthly, quarterly, and annual sales targets for Oils and Foods categories.
- Drive volume growth, value growth, and market share gains across General Trade, Wholesale, and Emerging Channels.
- Ensure achievement of primary and secondary sales objectives.
- Monitor SKU-wise performance and implement corrective actions for underperforming categories.

2. Distribution Management

- Develop and strengthen distributor network across assigned territories.
- Identify expansion opportunities in underserved markets.
- Ensure effective distributor ROI and sustainable business growth.
- Improve outlet reach, active outlet coverage, and weighted distribution.

3. Market Development

- Drive penetration of Foods products including Rice, Atta, Pulses, Soya Chunks, Besan, Sugar, and value-added categories.
- Strengthen AWL edible oil brands and premium product portfolio.
- Execute new product launches and regional marketing initiatives.
- Monitor competitor activities, pricing, promotions, and market trends.

4.



Sales Team Leadership

- Lead and manage Area Sales Managers and Executives.
- Set explicit KRAs and monitor performance.
- Conduct regular market working, coaching, and capability-building sessions.
- Drive productivity through structured reviews and performance management.

5. Channel & Trade Management

- Execute trade schemes and promotional programs effectively.
- Manage key distributors, wholesalers, and institutional customers.
- Drive visibility, merchandising, and POSM execution.
- Strengthen relationships with key trade partners.

6. Planning & Forecasting

- Develop annual business plans for the region.
- Prepare sales forecasts and demand projections.
- Coordinate with supply chain and planning teams to ensure stock availability.
- Maintain healthy inventory and reduce stock-outs.

7. Financial & Compliance Governance

- Ensure adherence to trade spend budgets.
- Optimize sales investments and promotional spends.
- Monitor outstanding payments and credit controls.
- Ensure compliance with company policies and audit requirements.

Preferred candidate profile

- 12-15 years of experience in FMCG sales.
- Minimum 35 years in a Regional Sales Manager / Senior Area Sales Manager role.
- Experience handling Mumbai and neighboring regions
- Exposure to edible oils, packaged foods, staples, or consumer goods preferred.
- Post graduation from a Management college of repute

📌 Regional Sales Manager (Mumbai)
🏢 AWL Agri Business
📍 Mumbai