Regional Sales Manager, B2B, FS - West

Job Description
(Deliverables, Decision level, Demonstrate & Dimensions) Job Title: Regional Sales Manager B2B Proposed band Level: Function: Del Monte Foods SalesLocation: MumbaiReporting to: NSM B2BDate: Purpose of the JobTo develop business in North India by planning, directing and implementing sales strategies and programs to achieve or exceed the sales objectives for the region.DeliverablesExpected Key ResultsActivities




To effectively manage the business in the concerned region and achieving the sales objectives

• Setting monthly, quarterly & annual targets for the teams reporting into him/her and monitoring them periodically to ensure that they are met & are in line with the business plan.
• Meeting the revenue and margin targets for the region.
• Driving business development activities of the region.
• Generating sales of companys products in the region through a team of salesmen in order to achieve or exceed the annual sales targets.
• Achieving regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews.
• Analysing the sales trend and taking corrective actions wherever necessary.,
• Ensuring successful launch of new SKUs.

To develop and maintain a strong sales infrastructure and an aggressive sales team.

• Managing, directing and coordinating the activities of the Area Sales Managers.
• Sales team deployment as per the companys requirement and as per the budget.
• Accomplishing regional sales human resource objectives by orienting, training, assigning, scheduling, coaching, counselling, and disciplining employees in assigned districts.
• Do a need-gap analysis of distribution infra & appoint the right set of channel partners with appropriate experience, good infrastructure, financially strong and with an attitude to grow.
• Ensuring in-market working discipline of all ASMs, TSMs & BDEs, as per company norms

To plan, prepare and exhibit control over sales budget, sales forecast, sales plan etc.

• Developing sales plan to ensure optimum utilization of resources in the region.
• Meeting regional sales financial objectives by forecasting requirements.
• Preparing an annual budget, scheduling expenditures, analysing variances and initiating corrective actions.
• Ensuring that all promotions are within the budget.
• Preparing sales growth blueprint for the future.

To ensure coordination and relationship management with distributors, customers, as well as other departments.

• Ensuring that distributors and customers in the region are provided with information about new or improved products and services in order to improve sales in the region.
• Developing and maintaining an efficient distribution network.
• Ensuring commercial hygiene by monitoring expiries, damages, complaints etc
• Liaising with the Marketing team to ensure that adequate marketing support is available in the region in order to provide brand visibility & customer engagement and promote sales in the region.

To continuously gain and update category and channel expertise

• Continuously acquiring knowledge regarding the industry, market construct, and customer behaviour to enable effective business plans.
• Acquire knowledge regarding competition product, strategies to counter attack competition in the best possible manner.

To coordinate with Supply Chain and Stock Control activities

• Developing systems for accurate forecasting and ensure follow up with demand planning, production, logistics and CFA.
• Maintaining appropriate stock levels at distributor point and CFA.
• Ensuring smooth supplies and timely dispatch to distributors from CFA.

To ensure that sales systems and processes are in place and being used effectively.

• Developing timely feedback systems on the business.
• Developing systems to monitor customer wise sales.
• 100% compliance of SFA by all ASMs, TSMs & BDEs
• 100% compliance of DMS at all distributors
• Optimal utilization of the reports & data analysis gathered from DMS & SFA for improved & timely decision making

Decision levelPrime: To assist the Department Heads with decision making for effective deliveries.Shared: Decisions reached jointly with stakeholders on collective basisContributory: Makes a major contribution to all the day to day decisions made by the stakeholders and senior managementDemonstrate Knowledge: Excellent knowledge and understanding of food industry – HORECA & QSR


Skills: Strong leadership skills
Excellent communication and negotiation skills
Presentation skills
Ability to manage and lead a team
Strong decision-making ability
Ability to build relationships
Excellent business acumen

Attitude: Self-motivator
Aggressive
Sincere
Positive approach to problem solving
Commitment to achieving the sales targets
Dynamic and exploratory


Educational Level
Graduation: Any specialization
Post-Graduation (Must have) : PGDM/ MBA in Marketing or Sales Management.

Working Experience
Must have: 12+ years of sales experience in a FMCG company preferably from food services.

Dimensions Impact of position on :
i) Revenue:

ii) Budget: Impact on customers:

i) Type of customers Mainly Internal Mainly External Fair mix of Internal and External
No. of Subordinates :

ASMs report to this position. (Varying numbers)