Regional Sales Manager - HORECA - West (10-15 yrs)

Should have handled Horeca and QSR - FMCG Companies.

- 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 company's 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.

- Managing, directing and coordinating the activities of the Area Sales Managers.

- Sales team deployment as per the company's 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

- 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.

- 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.

- 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.

- 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.

- 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