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Regional / Zonal Sales manager

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Job ID PUN00146 Date posted 07/31/2020 Location : Pune, India
Position Purpose & Summary:

To drive Sales and Distribution in assigned region in line with Business Strategy by understanding the market, devise sales strategy, delivering budgeted Sales Volumes, Margins, enabling market access by nurturing a strong distribution network. The position provides leadership, direction and works to develop and motivate his team to achieve set goals and targets.

Principal Accountabilities:

Sales and Coordination - 50%

• Prepare, drive and deliver the sales and distribution goals (AOP / Budget / IBP) for the region responsible, including the coverage, budgeted volume numbers, profitability and revenue and prepare sales budget 
• Develop strategies and plans to expand the market and improve market share, numeric and weighted distribution in the region
• Develop and maintain an efficient distribution network to ensure the comprehensive availability of company’s products and services across the region to achieve or exceed the sales targets
• Co-ordinate with regional cross functional teams to ensure seamless delivery on sales plans and adhere to all compliance requirements

Market knowledge and activities - 30%

• Conduct regular market visits to check route coverage, competitor activity and continuously search for new opportunities in order to increase sales in the region
• Using data and analytics to devise tactics, strategy and plan sales 
• Distributor relationship & engagement management
• Coordinate the execution of marketing & promotional activities in the market place to derive maximum benefit out of such promotional initiatives
• Ensure brand presence for products in the minds of channel partners/distributors as well as customer

People Management - 20%

• Develop the necessary Regional Sales Management organization structure and ensure the right caliber of staffing and appropriate training to meet all job requirements 
• Coach the team members on the necessary skill development areas. 
• Coordinate with product Line Managers to efficiently implement HR initiatives and people plans - so as to motivate and lead a High Performance Team
• Motivate team members, either through personal counseling and/or imparting training in tactical selling skills to improve and enhance their capabilities and sales performance
Required Qualifications:

• Bachelors degree in any discipline
• Post Graduate Degree in Management / MBA from Top Tier B-School is preferred
• Total 10 Years of Sales Management Experience
• 2 - 3 Yrs of Leading large teams in leading Sales Teams in FMCG Organisations
• Cross Functional Experience in Regional / National Trade Marketing / Sales Development / Route to Market Experience at leading FMCG Organisations
• Knowledge of regional market and environment in terms of competition, substitutes, threats and opportunities
• High Result orientation in sales target management and commitment
• Extensive travel within assigned region/zone
• Excellent people management & coaching abilities
• Understanding of BTL/ATL activities
• Good selling & communication skills
• Systems thinker with strong Planning and Organisational Skills
• Strong Influence and Negotiation Skills
• Strong leadership skills and good execution abilities as a manager 
• Analytical and Problem solver especially in crisis situations

Preferred Qualifications:

• GT & MT Experience Desired

Other relevant information to the position:

Career Development:

Strategic Role in Sales with a long-term mandate to strengthen Sales and Distribution Operations and Infrastructure
• Vertical Growth Path to higher roles a is an imminent possibility. 
• Paths to cross over to allied roles including Trade Marketing and Customer Management in Organised Retail are also open
• Key grooming position for future leadership roles within the Sales Organisation
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