Job Description - RSM Mumbai Role: Regional Sales Operations - Traditional Trade Brands: All Brands Job description: 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 Solid 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