JOB ROLE :Regional Manager - Trade Sales

TYPE OF ROLE:People Management Role

BU/ DIVISION

Consumer Products- Trade Sales

JOB PURPOSE The RSM bridges strategy and execution by managing trade sales managers and achieving targets for their specific category or region.

KEY RESPONSIBILITIES

- Business
- Primary Sales: Achieve primary sales targets by ensuring timely distributor orders and billing.
- Secondary Sales: Focus on retail-level sales growth through distributor and retailer engagement.
- Secondary Phasing/Market Servicing: Ensure consistent secondary sales through distributor planning.
- Nex Direct Dealers: Delivering Primary targets of nex direct dealers.
- NPD commercialization: Deliver primary & Secondary targets of NPD commercialization
- Premiumization: Drive premiumization agenda of the organization

- Distribution
- GTM Execution: Execute GTM plans at a regional level, ensuring alignment with state objectives.
- Distributor ROI: Ensure financial viability of distributors by ensuring right revenue mix
- Distributor Infrastructure: Build robust relationships with distributors and ensure their operational excellence.

- In Market Execution
- Market Working: Spend significant time in the market with TSMs to monitor and improve on ground execution.
- Driving Productivity: Drive daily/weekly productivity for DSOs and TSMs and monitor their performance regularly
- Market Activities:



Executing market engagement activities and deployment of BTL elements, RBP program, WOD & DOA for RPL stores
- Scheme Optimization & Loyalty Management: Implement and monitor trade schemes to drive sales.
- Market Intelligence: Identify competitive threats and market opportunities, sharing insights with state teams.
- Driving Weighted & Numeric Distribution: Increase outlet coverage and improve brand presence.
- Process Efficiency Improvement: Work with TSMs to streamline sales processes and enhance field execution.
- Sales IT Execution: Train and ensure TSMs use technology tools effectively for planning and reporting.

- After Sales
- After Sales Service: Coordinate with service teams to resolve regional issues.

- Commercial Efficiency
- Channel finance: Ensuring timely collection of channel finance and BEL outstanding
- Working Capital: Ensure adequate working capital investment from distributor.

EDUCATIONAL QUALIFICATIONS

Graduation (any)

WORK EXPERIENCE

- 5-7 years of relevant experience in B2C sales - preferably from FMCD /FMCG/ consumer durables and geographical exposure of the region.
- Should have experience in B2C Sales.

INTERNAL / EXTERNAL INTERFACE

- SCM
- Logistics
- Marketing
- ABM
- Sales Coordinators
- Channel Partners

BEHAVIORAL COMPETENCIES

- Think Beyond
- Put Customers First
- Collaborate to Win
- Develop Talent
- Be the Best
- Be Agile

📌 Regional Manager - Trade Sales (Kolkata)
🏢 Bajaj Electricals
📍 Kolkata