Job Description
Regional Sales Manager (RSM), Pest Control (FMCG) About Company Ultima Search provides Pest Management Solutions for urban pests and is one of the leading companies in India in comprehensive pest control solutions, through an exhaustive range of products as well as professional pest management services. Our motto is to provide personalised attention to our customers while rendering professional service. ItemDetailJob titleRegional Sales Manager (RSM) Pest Control Consumer Products (FMCG)Function / LevelBusiness development / Sales; Senior Manager (regional business owner leading a field sales team)Reports to / TeamNational Sales Manager / Business Head; Area Sales Managers, Sales Officers and field executivesLocationHyderabadBusiness scopeHousehold insecticides (sprays, aerosols, chalks, gels), rodenticides, termite and residual sprays, mosquito / fly-control products and allied applicators, sold through General Trade (GT), Agriculture, Hardware, Automobile and allied outletsRole purpose This role shall be accountable for the complete sales and business-development agenda of the region strategy, distributor network, primary and secondary sales, outlet expansion, collections and compliance building Ultima Search as a trusted brand across GT, Agriculture, Hardware, Automobile and other emerging channels, while ensuring every product sold meets regulatory, quality and safe-use standards. *The incumbent is accountable for regional revenue, market share, channel profitability, cash discipline and brand reputation.
* Scope of Roles Regional strategy, sales delivery and P&L; Build annual and monthly regional plans by channel, state, district and distributor; track market potential, seasonality (monsoon, rodent / termite seasons, crop cycles), competitor pricing, schemes and counterfeits. Deliver primary and secondary sales, margin and trade-spend targets with accurate forecasts; implement price lists and schemes, and settle claims on time within approved limits. ¢ Manage regional stock with Supply Chain (fill rate, FIFO / FEFO, low aged, near-expiry and returned stock); drive collections and credit control as per company policy. Distribution network and channel development ¢ Appoint, develop and rationalise distributors, super-stockists and C&F; / depot partners after checking financials, godown capacity, licences, reach and manpower; track distributor ROI and salesman productivity. ¢ Expand outlet coverage across GT (kirana, general stores, chemists), agri-input dealers, hardware and paint shops, automobile / spare-parts and car-care outlets and other relevant types, with channel-specific assortments; explore new channels and key accounts. ¢ Ensure shelf share, POS material,



wall branding and demos / dealer meets as planned; audit outlet execution and correct gaps (stock-outs, wrong storage, poor visibility). Regulatory, quality and compliance ¢ Ensure all products carry valid registration under the Insecticides Act, 1968 / Rules, 1971 (CIB&RC;), approved labels and leaflets, and comply with applicable BIS and state requirements; ensure distributors and dealers hold valid insecticide selling / stocking licences and GST registration. ¢ Verify Legal Metrology labelling (MRP, net quantity, batch, manufacturing / expiry dates) and enforce safe storage and handling (segregation from food / feed, away from heat and moisture, damage-free packs); promote safe-use messaging. ¢ Conduct periodic stock inspections at distributors and key outlets (batch / expiry, pack integrity, leakage, damaged stock); coordinate market and retention samples for QC testing, escalate batch complaints with batch details, photos and samples, and track closure. ¢ Support field efficacy demos and user feedback with Technical Services; monitor counterfeit, spurious or expired products and support brand-protection action; execute recalls / stock withdrawals with full traceability; report statutory notices or inspector queries immediately to Regulatory and the Business Head. Documentation, MIS and team leadership ¢ Maintain audit-ready records: distributor files (KYC, agreement, licences, GST, security deposit), price / scheme circulars, claims, credit notes, returns / expiry settlements, stock and ageing statements; ensure accurate DMS / SFA data. ¢ Submit weekly / monthly MIS (sales vs target, distribution, collections, stock days, scheme utilisation, competitor and market feedback) and present regional business reviews. ¢ Recruit, train, coach and review ASMs and field executives with clear KRAs; build product knowledge, ethical selling and succession; align Marketing, Supply Chain, Finance, Quality and Regulatory around the regional plan. Key result areas Sales vs target and growth ¢ Numeric / weighted distribution and active outlets ¢ Gross margin, trade spend, scheme and distributor ROI ¢ Collections, overdue, stock days, expiry / returns % ¢ Fill rate and outlet execution scores ¢ Zero statutory violations and complaint closure time ¢ Team productivity and attrition. Qualifications and experience ¢

Education:
Graduate in any discipline; B.
Sc. (Agriculture / Chemistry / Life Sciences) or B.
E. / B.




Tech preferred. MBA / PGDM (Sales & Marketing) preferred. ¢

Experience:
1015 years in FMCG, consumer durables, household insecticides, agro-chemicals or crop-protection sales, with 45+ years leading area / regional teams; proven record in delivering sales, expanding distribution and managing multi-district distributors. ¢ Technical: Solid GT distribution experience; exposure to agri-input, hardware, automobile or other non-conventional channels is an advantage. Working knowledge of the Insecticides Act, CIB&RC;, dealer licensing and safe handling of pesticides; proficiency in DMS / SFA tools and MS Excel. ¢ Desirable: Pest control / agro-chemical industry background; new product launch and territory-opening experience; fluency in English and Hindi, Marathi or another regional language an advantage. Competency Required: Functional and technical competenciesWhat strong performance looks likeSales planning and deliveryConverts targets into channel, area and outlet plans; delivers consistently across seasonsDistribution and channel managementBuilds a healthy distributor network with strong coverage, ROI and fill ratesFinancial and commercial acumenManages margins, schemes, credit and working capital with sound judgementProduct, regulatory and compliance knowledgeKeeps licences, labels, storage and registrations in order; handles complaints crediblyMarket insight, MIS and digital toolsTracks competitors and counterfeits; uses DMS / SFA data for timely, accurate reporting Behavioural and leadership competenciesWhat strong performance looks likeStrategic leadership and decision makingBalances short-term numbers with long-term network and brand buildingPeople leadership and talent developmentCoaches, motivates and holds the team accountable; builds successorsNegotiation and stakeholder managementGains distributor / retailer commitment; influences peers without direct authorityOwnership, integrity and communicationSafety-first, compliant and ethical; communicates clearly with field, trade and managementInterfaces, working conditions and growth path ¢ Internal: Business Head, Marketing, Supply Chain, Finance, Quality, Regulatory, Technical Services / R&D;, HR, Legal. ¢ External: Distributors, C&F; / depot partners, retailers and dealers (GT, agri, hardware, automobile), key accounts, trade associations, licensing and legal metrology authorities. ¢ Working

conditions:
Field-intensive (about 5060% travel); peak workload in monsoon / vector-borne disease season, rodent and termite seasons and year-end closing. ¢ Growth path: Zonal / National Sales Manager, Head of Sales Consumer Products, or Business Unit Head Pest Control. Ultima Search JD: Regional Sales Manager | Page 1

📌 Regional Sales Manager (Bengaluru)
🏢 Ultima Search
📍 Bengaluru