Regional Sales Manager - South (AP, TG, TN, Karnataka, Kerala)

Company Details:
Vicco Laboratories was established in the year 1952 by Late Mr. Keshav V Pendharkar.
In 1959 Late Mr. Gajanan Keshav Pendharkar joined his father in their family business. He had successfully
formulated the first Ayurvedic paste in the world with 20 rare medicinal natural herbs. He is instrumental
in bringing out the first yellow-colored face cream known as Vicco Turmeric Skin Cream, an Ayurvedic
Product.
The science of Ayurveda, which is our naê€on’s heritage is being zealously promoted by Mr. G K Pendharkar.
When all Indian companies (big or small) were succumbing to foreign technology, Mr. Pendharkar was
relentlessly promoê€ng Ayurveda which is being revered abroad.
Aꢁer the demise of Mr. K V Pendharkar in 1971, Mr. G K Pendharkar took over the reins of the Company
into his able hands and there was no looking back.
Right from its incepꢀon in 1952, the VICCO Group of companies has been charꢀng an unwavering course
that has catapulted (reached) the group into the internaꢀonal limelight. Vicco Laboratories, which has
praised the Indian Ayurveda and its nurturing, protecꢀng and rejuvenaꢀng medicinal products and
remedies from a fierce abyss of disdain and contempt to the peak of worldwide recogniꢀon, esteem and
honor, has completed its tough and tedious march of sixty years and has celebrated The Diamond Jubilee!
VICCO Group has emerged today as makers of the best internaꢀonally known products of the Ayurveda,
the ancient Indian system of natural medicines.
Job Title
Regional Sales Manager (RSM)
Job Summary
The Regional Sales Manager (RSM) is responsible for driving sales growth, market share, and profitability
within the assigned region for skin care, oral care, and personal care categories. The RSM leads a team of
Area Sales Managers (ASMs), Sales Officers (Sos) and sales representaꢀves, ensuring the successful
execuꢀon of sales strategies, channel management, and trade markeꢀng iniꢀaꢀves. This role requires
strong leadership, strategic thinking, and a deep understanding of category dynamics to achieve business
goals.

Key Responsibiliꢀes
1. Sales Leadership and Strategy
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Develop and execute regional sales plans and strategies for skin care, oral care, and personal care
product lines.
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Ensure achievement of revenue, volume, and market share targets for the region.
Conduct periodic business reviews with the senior management team to assess performance and
align on goals.
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Analyze sales data, market trends, and compeꢀtor acꢀviꢀes to provide strategic insights and
recommendaꢀons.
2. Team Management and Development
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Lead, mentor, and manage a team of Area Sales Managers and sales execuꢀves across the region.
Set clear performance objecꢀves and KPIs for the team, ensuring accountability and regular
performance evaluaꢀons.
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Idenꢀfy training needs and organize skill development programs to enhance team capabiliꢀes.
Foster a high-performing, collaboraꢀve, and results-driven sales culture.
3. Channel and Distribuꢀon Management
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Build and maintain strong relaꢀonships with distributors, wholesalers, and key accounts in the
region.
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Opꢀmize the distribuꢀon network to ensure the availability and visibility of products across all
sales channels.
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Idenꢀfy and appoint new distributors or channel partners in untapped areas.
Monitor inventory levels, resolve supply chain issues, and ensure effecꢀve stock management.
4. Trade Markeꢀng and Promoꢀons
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Collaborate with the markeꢀng team to design and implement region-specific trade markeꢀng and
promoꢀonal acꢀviꢀes.
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Drive in-store visibility and product placement strategies to enhance brand presence.
Evaluate the effecꢀveness of promoꢀonal campaigns and provide feedback for improvement.

5. Key Account Management (General Trade)
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Establish and nurture relaꢀonships with large-format retailers, pharmacy chains, and modern
trade partners.
Negoꢀate annual business agreements, joint business plans, and markeꢀng support with key
accounts.
Ensure category-specific objecꢀves like planogram compliance, pricing, and promoꢀons are
achieved.
6. Reporꢀng and Insights
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Prepare and present detailed reports on sales performance, market trends, and compeꢀtor
analysis to senior management.
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Uꢀlize data-driven insights to idenꢀfy growth opportuniꢀes and miꢀgate risks.
Skills and Qualificaꢀons
Essenꢀal Skills
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Strong leadership and team management abiliꢀes.
Proven experꢀse in managing skin care, oral care, and personal care categories within the FMCG
sector.
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Excellent negoꢀaꢀon, communicaꢀon, and relaꢀonship-building skills.
Analyꢀcal mindset with the ability to interpret sales data and market trends.
Proficiency in sales management soꢁware, CRM tools, and MS Office applicaꢀons.
Qualificaꢀons
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Bachelor’s degree in Business, Markeꢀng, or a related field. An MBA is highly preferred.
10+ years of sales experience in FMCG, with at least 3 years in a managerial role (e.g., ASM, RSM).
Deep understanding of regional market dynamics and customer behavior in personal care
categories.
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Proven track record of delivering sales growth and managing high-performance teams.

KPIs (Key Performance Indicators)
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Achievement of regional revenue and sales volume targets.
Growth in market share and category penetraꢀon.
Team performance, retenꢀon, and development.
Successful execuꢀon of trade markeꢀng and promoꢀonal acꢀviꢀes.
Expansion of distribuꢀon networks and channel effecꢀveness.
Work Environment
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Extensive travel within the assigned region to oversee sales operaꢀons, meet distributors, and
manage key accounts.
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Frequent collaboraꢀon with markeꢀng, supply chain, and other cross-funcꢀonal teams.