Description Position Purpose & Summary The Regional Sales Development Manager adapts the Cargill G.E.O.S Route to Market Strategy for the channels & geographies within his Region.
The RSDM drafts the RTM Blueprints for the cities, towns and channels within the region in collaboration with Region and Field Leadership.
This positions purpose is to strengthen distribution and market share by ensuring sound on-the-ground implementation of RTM Blueprints and Action Plans.
The position ensures effective deployment and utilisation of resources on the ground. Plays a key role in assessment of FOS, ensure delivery of capability programmes, lead sales automation efforts and drive execution excellence Principal Accountabilities RTM Strategy & Deployment - 30 PERCENT - Partner with RTM Lead to create and Own the State Segment Channel Retail Environment based RTM Strategy for own Region in coordination with Regional Leadership and ASMs RSMs, RTMMs, ASMs and MT ASMs and align on Annual Region Budgets - Influence Field Sales Team (ASMs / SEs) to align to Cargill G.
E.O.S Regional RTM Strategy - Partner with National RTM Lead to develop a deep understanding of resource utilisation. Adopt effective appropriate norms for resource deployment and manage change effectively 1.
Manpower SR DSM Merchandiser Promoter 2. ROI Subsidy 3. Route Planning 4. WD Town Planning & Followup on Appointment - Effectively design and communicate RTM Strategy & Initiatives in a timely fashion to Field Sales Team Execution Excellence - 20 PERCENT - Translate RTM Strategy into actionable Blueprints on the ground to strengthen Cargill G.
E.O.S RTM and drive distribution and volume growth for the Region - Be a KEY partner in developing Annual Sales and Distribution Plans, drive ground level execution plans in coordination with Regional / Area Leadership to bring RTM Strategy alive across all states of operation - Fix Lead Indicators and KPIs for RTM Performance Define Measure of Success Dashboard to measure effective deployment using 1.
Internal Metrics (SFA / DMS Data) 2. External Metrics (Nielsen) Sales Operations - 15 PERCENT - Contribute to developing and maintain the Sales Manual and Coaching Modules - Effectively dissseminate the same by way of Training and Coaching modules in Collaboration with the Sales Capability and Excellence Manager to the Sales Force and Field Force - Effectively partner in improving & implementing the SFA & DMS Solution for Cargill G.
E.O.S Capability and Development - 15 PERCENT - Assess and ensure WD Quality and continuously work on improving WD Health & Performance in collaboration with ASMs - Assess and ensure SR / DSM / Promoters and continuously work on improving WD Health & Performance in collaboration with ASMs - Ensure new WD Onboarding and Integration and monitor progress over FIRST 180 Days - Ensure new SR / DSM / Promoters Onboarding and Integration and monitor progress over FIRST 180 Days People Leadership - 20 PERCENT - Nurture and Develop Talent within own and extended team - Mentor Young Leaders within the organization and help them grow Qualifications Education & Experience MBA from Top Tier B-School 2 - 3 Yrs of Field Leadership(ASM GT / MT) 1-2 years of Regional / National Trade Marketing / Sales Development / Route to Market Experience at leading FMCG Organisations Prior Experience in RTM Planning and Execution GT & MT Experience Desired Competencies Analytical Decision Making Cross Functional Collaboration & Business Orientation Influencing without Power Strong Communication Skills (Oral and Written) Execute Exceptional Results