Regional Sales Manager
Talent Leads HR Solutions Ltd
India
2d ago

1. The context

The Fast Moving Consumer Durables function deals with the distribution of following segments and products :

o Water Purification Personal Purifier, Tap Purifier, Cartridges

o Daily Cleaning Easy Mop, Softener, Cleaning chemicals

o Solar lighting Solar lights and lamps

The PDW function deals with Franchise Management and the distribution of packaged drinking water including direct operations of PDW.

2. Job purpose

  • To be responsible for Corporate / Institutional Sales of FMCD and PDW products.
  • Responsible for up-skilling / development of modern trade management skills of the entire field force, in particular the TSI’s through regular training programs
  • To be responsible for franchisee management, and achievement of the sales, distribution and merchandising objectives for FMCD products and Packaged Drinking Water as per budget for specified geographic area through a team of Territory Sales-
  • In-Charges and franchisee and distribution teams.

    3. Job responsibilities

  • Franchisee management :
  • o To activate new corporate / institutions for sales.

    o To identify and develop new business through networking and courtesy and follow-up calls

    o Cold-calling in order to create interest in products and services and generate new business leads and arrange meetings

    o Extensive travel to meet with existing and potential clients, attend industry events, join trade shows, engage in speaking activities and supervise sales teams in other locations.

    o Identifying opportunities for further sales and new areas for development through detailed research of the market

    o Monitor, analyse, and evaluate trade market trends and best practices, consumer behaviour and competitor activity to identify market opportunities

    o Leverage existing dealer management systems to drive the modern trade business

    o Ensure listing of all SKUs in desired assortments

    o Preparing and delivering customer presentations and demonstrations of the software, articulately and confidently

    o To be the one point contact to manage the Franchise Health, safeguard the brand image and ensure business continuity in the specified geography

    o To increase royalty revenue from franchisee business of PDW

    o To monitoring the franchisee performance by setting up and implementing processes and systems

    o To ensure required quality audits of the franchisees by the EFL Water Lab Team

    o To ensure royalty collection

  • Volume :
  • o To plan and ensure setting up of distribution network for FMCD products and PDW

    o To appoint distributors and dealers in the assigned territory

    o To achieve sales objectives for area by brand and pack on a daily basis through required coordination with other departments ensuring optimum cost RTM

    o To assign and achieve sales, distribution and visibility targets so as to seek maximum market potential

    o To ensure health of the distribution network and business continuity at all times.

    o To manage key relationships with Distributors, Channels and Key Accounts.

    o Plan and execute in-market product demonstration campaigns and cost effective direct to consumers delivery initiatives to increase share

    o Effectively implement any sales, promotional, merchandising and advertising programmes as specified and assigned for the area

  • Control and monitoring :
  • o To review regularly and monitor daily / weekly and monthly activity reports and suggest appropriate improvements

    o To ensure that credit policies are implemented and closely monitor the customers' receivables

    o To be aware of and report on competitive activities trends and developments and plan any activities to counter the same

    o To ensure in outlet merchandising standards through trade visits and monitor through the Territory Sales-In-Charges

  • Signage and cooler :
  • o To plan and monitor the placement of signage and cooler in the designated territory

  • People Management :
  • o To provide leadership, motivation and control so that the franchisee and sales teams works as result-oriented and well-motivated teams

    o To evaluate the performance and professional skills of the Territory Sales-In-Charges and the larger franchisee and distribution teams to recommend training, hiring and de-hiring needs

    o To develop team through OTJ and classroom training as well as close engagement through regular Reward and Recognition initiatives

    4. Measures of performance (can be year specific depending on organisational / functional priorities)

  • Franchisee performance, volumes, receivables, market development, people development and business continuity
  • 5. Organisation relationships and accountabilities

  • Reporting (to) : Regional Distribution Manager (FMCD & PDW)
  • Reporting (from) : Territory Sales-in-Charges (TSI) FMCD / PDW
  • External Stakeholders : Franchisees, distributors, Retailers and business partners
  • Number of occupants : Contingent
  • Knowledge, Skills & Competencies :
  • o Knowledge & skills :

  • Key Account Management
  • Corporate Sales / Institutional Sales
  • People management
  • Competence in local language
  • o Competencies :

  • Communication (Effectively conducts and participates in meetings; Keeps the team informed about the developments that affect their work)
  • Building Relationships (Manages conflict effectively; Contributes to team’s success)
  • Analytical & Decision Making (Makes good decisions based on a mixture of analysis, wisdom, experience and judgment; Takes timely decisions)
  • Integrity & Ethics (Respects and demands respect for company values, policies and rules; Maintains high level of ethics)
  • Planning & Organising (Evaluates risk and develops contingency plans in case of crises)
  • Functional Acumen (Understands business)
  • Initiative & Drive for Results (Drives team performance; Is committed to continuous personal development)
  • Influencing (Negotiates skilfully)
  • People and Team Development (Provides sustained mentoring and coaching to develop competencies and guide behaviours; Attracts the right talent)
  • Customer Focus (Is committed to delivering a quality result for the customers; Is proactive in anticipating customers needs and expectations)
  • Leading Consumer durable company in water purification.

  • Eligibilities and requirements
  • Educational : MBA in Marketing, Graduation would do too
  • Experiential : 12-15 years, preferably in FMCG
  • Apply
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