Regional Sales Manager - HORECA (8-16 yrs)

Area of responsibility

S.N. Activity

1. Sales Management :

- To provide inputs about competition, market trends to Zonal Sales Manager, which help him devising annual sales & marketing strategy and deciding sales plan.

- Provide direction to sales team to work in line with work norms and discipline. Responsible for planning, following up with the team on deliverable, taking timely action to achieve committed sales plan and timely reporting/update to reporting manager. Responsible to ensure, sales team stay motivated and coaching team members for their career progression.

- Ensure achievement of month-wise sales target for each Segment, Product for the Region. Take full ownership of the business in the region.

2. Marketing Implementation :

- To plan B2B exhibition/demos of products along with Marketing team and ensure execution of the same.

- To ensure adequate support is provided to Main Distributors/Sub-Distributors when they participate in local exhibitions/group demos; provide marketing material and expert support (if required)

- To provide inputs to Marketing team to create or improve marketing material.

- To create a regional plan along with the team for conducting workshops for educating end customers and channel partners o products, application of products, quality standards followed by the company; spreading awareness on adulteration of products prevailing in the market and how they can identify such products. Ultimately, enhancing brand equity of the company.

- To conduct lectures, workshops, audio-visual shows, culinary shows etc. in catering colleges and food technology institutes as a part of branding exercise.

3. Relationship Management :

Key Customers :

- To identify key customers for the region and ensure that all of them are covered during each visiting cycle either by self or by the team.

- Ensure adequate market penetration and customer connect is maintained by the team in order to help resolve their problems/challenges w.r.t. sales & marketing of Products

- To assess and manage performance of key customers

- Ensure market coverage in line with updated Potential Customer Universe.

Channel Partners :

- To ensure that major distributors, sub-distributors, wholesalers are covered by the team during every visiting cycle in order to give them personalized attention

- To develop a strong work relationship with clients by providing them adequate support for sales and marketing activities

End Customers :

To ensure adequate awareness is created among customers w.r.t. launch of new products/new applications through channels like email, SMS, workshops etc.

New Customer Acquisition :

- To use networking skills to tap new markets or new customers within the existing markets

- To identify, assess and recommend new channel partners to Reporting Manager, CH/Director. Ensure formalities for appointment of new channel partners are executed on time.

Market Intelligence/Competition knowledge :

- To analyze reports to understand trends w.r.t. each segment, product, region and competition. Provide inputs to Zonal Manager based on analysis for strategy planning

- To study the product and pricing strategies adopted by the competitors for each product segment and provide inputs to the reporting manager for the same

- To use work relationships and networking skills to get information from end customers, traders, retailers, sub-distributors and main distributors on competitor's products , pricing etc.

5. Process Implementation & Adherence :

- To ensure that the team delivers products to customers within the promised timelines

- To work with the dispatch team for streamlining supplies

- To ensure timely receipt of advance payments from the customers for the zone

- To ensure timely submission of all required reports including stock & Sales report and Secondary Sales report by the team to Sales Admin Team

- To ensure that the sales and marketing expenditure stays within the budget for the team

6. Team Management :

- To promote a culture of knowledge sharing within the team to share information on customers, market trends, competitor strategy, common challenges faced and ways to overcome them

- To identify and groom potential successors/high performers in the team

- To partner with HR team for recruiting right sales employees for the region.