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.
PLANNING
Prepare Annual Regional Business Plan.
Prepare Quarterly Growth Plan.
Prepare Monthly Sales Forecast.
Develop Territory Expansion Plan.
Identify new business prospects and high-potential cities.
Recommend appointment of new distributors.
Allocate monthly targets and route plans.
Plan inventory, festivals, product mix and launches.
ENGAGING
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.
MONITORING
Monitor primary and secondary sales.
Review territory coverage and recent customer additions.
Monitor distributor inventory and collections.
Review Sales Executive productivity and field discipline.
Track competition, pricing and customer complaints.
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.
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 ac