Regional Sales Manager

Our client is India's leading importer and distributor of gourmet speciality foods. Their over twenty-five-year journey made them the largest food service company in India, leading in the dairy, charcuterie, chocolates, and bakery categories. They exclusively represent the Indian market with some of the leading international brands such as Arla, Zanneti, Lurpak, Dodoni, Bridor, Theo, and many more. The company also has a huge basket of products for the retail sector, including its private-label brands. It has an impressive 350+ active SKUs on its price list for servicing the needs of both the food service and retail sectors.
Position Overview
The Regional Sales Manager position opportunity is for a leadership role designed to drive the retail business vertical. The position reports to the Head of Operations.
The incumbent will drive sales objectives with a focus on expansion. This will involve targeting current and new high-potential customers (B2B) in MT and rapidly expanding the reach of the Company's products in the premium GT stores. The position will work closely with a team of Regional Sales Managers across India. This role will require a good mix of functional and leadership capabilities and a strong ability to collaborate cross-functionally with marketing, supply chain, operations, and finance.
The base location is Mumbai. The incumbent is expected to travel exhaustively to meet the above objectives.
An incumbent is expected to surpass revenue and distribution objectives, manage a top-class sales organisation across all significant markets, and demonstrate year-over-year profitable growth. The next highest could be the Bus ess Head, which is retail.
Scope of work
Strategic:
The role must provide hands-on and strategic leadership for all aspects of the sales function and build and execute a class Go Market Plan.
Drive sales performance by implementing sales and on-ground marketing initiatives and leveraging business affiliations with all retail trade partners.
While reporting to the Director, the NSM will work closely with and collaborate with the functional heads for Marketing, Supply Chain / Operations, finance, and other members of the board.
Ensure to plan the product pricing & in-store promotion expenses to optimize profitability in the short term.  
Provide inputs for the marketing calendar for the year (BTL Activations, Merchandising, Trade Promotions, etc.) and drive the plan for the Director's signature.
Personally ensure bespoke customer contacts with major Distributors in the top 20 metros while ensuring superior execution of sales & service processes /activities as per prescribed SOPs.
Study the market potential for our products through hands-on market surveys with key customers. Identify the scope for rapidly opening new Retail Accounts and strengthen our capability to address this with a robust distribution network. Build and maintain effective relationships with key and potential B2B customers in MT, interact with them as business partners, undertake strategic trade marketing and tactical joint marketing programs, and provide expert knowledge and support to ensure operational excellence.
Monitor key accounts' performance trends and determine appropriate actions to address any issues to optimise the business and deliver best-in-class customer service.
Operational & People Management:

• Lead the people agenda to ensure :
• Selection & recruitment of excellent quality salesmen  
• Designing T&D programs for sales team development  
• Talent management of Sales & Key Account Managers  
• Support for new business development activities (benchmarking, competitive intelligence), Competitor and market analysis
• Maintain a pipeline of new partnership opportunities designed to drive revenue and new customers and increase brand visibility across the relevant markets for our products.
• Expand, review and strengthen the Distribution Network
• To recommend Sales innovation campaigns, Sales Promotions and Incentive Schemes 

Job Requirements:

• 10+ years of FMCG / Dairy / Chocolates, preferably with premium packaged food products in Dairy / Chocolates and other gourmet foods, of which experience with 5+ years in handling Metro cities  
• National-level experience will be preferred. However, the Company is willing to assess applicants who have strong Zonal expertise in at least two regions of India and have managed Modern Trade, top-end GT stores, and senior roles in Trade Marketing and Key Account Management.

EducationGraduate with a full-time qualification in MBA - Sales & Marketing
AgeMust not exceed 42 years
CTC: 25+ Lacs annually. This position is full-time, working from the office only