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
Strong Financial & Business Acumen
Should be solid 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