- RSM Mumbai

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nRole:

nRegional Sales Operations - Traditional Trade

nBrands: All Brands

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

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

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- Market Share- Geography wise
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- Customers
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- Channels
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- Product Categories
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- People Development
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nnII. Business Key Result Areas:

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

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- Sales Management
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- Accurate Annual Sales Forecast, Budgeting &

• Achievement as per plan

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- Sales Plan Preparation – Targets, territories, products, sales team
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- Team KPI &

• Target Management

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- Channel Development &

• Management

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- Ensuring fair & thorough implementation of the Trade Schemes as planned by the Trade Marketing Team & the Sales Head
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- Achieving the Product Mix Targets
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- Sales Team Building, Development, Motivation &

• Management

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- Sales Reviews &

• Performance/ Productivity Management

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- Process Compliance
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- Driving Automation (SFA) – Bizom usage in the team
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- Customer Relationship Management
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- Returns Management
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- Inventory Management for the region
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- Business Intelligence &

• Analytics (External &





• Internal)

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- Internal Business Data Analytics - Using Power BI Analytics for enhanced performance
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- External Market &

• Competitor Information for various decisions – Pricing, Trade Schemes, Products, Policies, etc

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- Policies &

• SOPs Implementation:

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- Sales Process Implementation- From Prospecting to After Sales Service
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- Distribution Policies &

• Channel/ Partner SLAs

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- Customer Credit Policies
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- Returns Management
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- All other policies implemented from time to time
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- Liaison:
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- Commercial Team/ SCM Team/ Government officials (if reqd) etc
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nProfile:

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- Overall traditional trade sales experience of around 12 to 15 years
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- Should have independently handled regional sales for atleast one region in the FMCG industry for at least 3 to 4 yrs
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- Should have a proven channel development & sales growth (topline & bottomline) track record in his/her previous organizations
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- 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
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- Robust understanding of Trade Marketing Strategies
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- Strong Financial & Business Acumen
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- Should be strong in business analytics
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- Experience with handling sales related process automation tools would be an added advantage
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- Data Oriented Decision making
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📌 RSM - Mumbai
🏢 J L Morison
📍 Mumbai