Regional Sales Manager - General Trade

Position: Regional Sales Manager - General Trade - Tamil Nadu+Kerala

JOB SUMMARY
To give strategic direction to the team, achieve Sales & Market Share targets for the region, develop and implement strategies to increase distribution, manage financial parameters, ensure all financial & regulatory compliance in the region, collaborate with other Sales Team & Cross Functional stakeholders and develop a strong second line leadership in the sales team so that trade objectives for the branch are achieved.

CORE JOB RESPONSIBILITIES
1. Give strategic direction to the Region and ensure the achievement of the top-line sales number
To plan and achieve the sales targets
To plan and achieve the distribution targets
To control & monitor sales returns, damages, expiry stocks, etc. as per company norms
2. Deliver Market Share Goal at Category Level for the Region
3. Ensure Financial compliance by way of:
Implementing credit policy and credit controls
Monitor and control SG&A spends in the Region (Over Heads and Trade Marketing)
Overall responsible for timely & risk-free realization from the customer (distributor, institutions & cooperatives)
Plan & Deliver on M&P initiatives
4. Business Planning for the Region
Monitor market coverage through ASM / TSE and distribution network
Monitor implementation of Distribution plan across ASM territories in line with Trade S&D plans
Conduct monthly RTMs (Regional Team Meeting) for ASMs and review area performance and forecast every month post the RFM (Regional Forecast Meet)
Attend the JCM of the all ASMs with TSEs at least once a year
Work closely with the Ethical ABMs and RMs of the region
5. Distribution Management & stock planning for the branch
Monitor pipelines across the Region (C&F) and Distributors
Plan & Monitor execution of the secondary sales plan through the ASM Area wise , TSE wise, Brand wise , SKU wise
Lead a RFC (Regional Team Meeting) along with the Customer Service Manager and review area wise trade forecast
Involve the MND & PND RBM, Regional Manager : Modern Trade and Regional Manager : Customer Marketing in the Regional Fc Meet
Participate in the Trade BU Forecast meet at Head Office along with the other Demand Planning, Supply Chain, Vertical Heads in the Trade BU & the HO marketing team
6. Code of conduct and compliance to stat / regulatory/QA norms
Ensure branch adherence to code of conduct
Ensure branch adherence to sales SOP
Conformation to all financial and administration systems
Compliance to statutory and regulatory norms
Ensure that the branch team handles Legal Issues, PFA issues, packaging defects etc in consultation with HO Teams
Checks stock hygiene & engages with customers/officials on QA related issues as per organization guidelines
7. Administration Responsibilities:
Ensure proper documentation of spends in the branch (SG&A OH and TMM)
Ensure proper capturing of sales MIS at the branch
o Primary Sales
o Secondary Sales
Drive distributor computerization project through the Commercial Excellence Team (at HO)
o Sales waste
o Pipelines
o Financials
Provide necessary support to the BU Head trade to run the trade BU
Track competitor activity and create a database for the same
Ensure timely submission of the trade Fc to the BU Head
Ensure timely submission of SG&A Fc to the CMM Head
8.Develop team through coaching, training and reward management
To motivate and provide leadership to the trade team in the branch
To work with all ASMs & TSE as per guidelines
Facilitate and support training for the ASMs and their teams
To manager careers within the branch and actively engage with other branch heads, vertical heads in the trade BU to facilitate cross functional exposure for the team.
To reward superior performance in the branch through timely recognition
Provide Transparent & Robust Feedback through Coaching Scores, Mid Year & End-Year Assessment
Structure DAP & Succession plans for Key Talent
9. In Store Retail execution & Localized Trade Marketing Initiatives
Ensure best in class implementation of Channel loyalty programs as per plan
To develop customized business plan in order to leverage regional opportunities
Oversee the design and implementation of innovative Trade Marketing activities through proper identification of trade channels and segments within the branch.

MINIMUM QUALIFICATIONS
MBA from a premier institute with upto 8-10 yrs experience in sales in a MNC FMCG or with a top Indian FMCG or Foods & Beverages companies