- RSM Mumbai

Role:

Regional Sales Operations - Traditional Trade

Brands: All Brands

:

I. Implementation of Regional Sales Strategy in line with the Organisations Overall strategy

Execution of the Annual Sales Plans for the region with a focus on each of the following:

- Market Share- Geography wise
- Customers
- Channels
- Product Categories
- People Development

II. Business Key Result Areas:

- Consistent Topline & Bottomline target achievement for the region as per territory , brands, categories
- Ensuring Brand Coverage/ Presence
- Increasing the Market Share
- Channel Development
- People Development

III. Operations:

- Sales Management
- Accurate Annual Sales Forecast, Budgeting & Achievement as per plan
- Sales Plan Preparation – Targets, territories, products, sales team
- Team KPI & Target Management
- Channel Development & Management
- Ensuring fair & thorough implementation of the Trade Schemes as planned by the Trade Marketing Team & the Sales Head
- Achieving the Product Mix Targets
- Sales Team Building, Development, Motivation & Management
- Sales Reviews & Performance/ Productivity Management
- Process Compliance
- Driving Automation (SFA) – Bizom usage in the team
- Customer Relationship Management
- Returns Management
- Inventory Management for the region

- Business Intelligence & Analytics (External & Internal)




- Internal Business Data Analytics - Using Power BI Analytics for enhanced performance
- External Market & Competitor Information for various decisions – Pricing, Trade Schemes, Products, Policies, etc

- Policies & SOPs Implementation:
- Sales Process Implementation- From Prospecting to After Sales Service
- Distribution Policies & Channel/ Partner SLAs
- Customer Credit Policies
- Returns Management
- All other policies implemented from time to time

- Liaison:
- Commercial Team/ SCM Team/ Government officials (if reqd) etc

Profile:

- Overall traditional trade sales experience of around 12 to 15 years
- Should have independently handled regional sales for atleast one region in the FMCG industry for at least 3 to 4 yrs
- Should have a proven channel development & sales growth (topline & bottomline) track record in his/her previous organizations
- Should have worked in multiple markets/ regions as a part of his/ her sales role i.e. Should have a complete insight of the said region –sales trends, culture, distribution etc
- Strong understanding of Trade Marketing Strategies
- Robust Financial & Business Acumen
- Should be strong in business analytics
- Experience with handling sales related process automation tools would be an added advantage
- Data Oriented Decision making

📌 RSM - Mumbai
🏢 J L Morison
📍 Mumbai