Job Description

JOB ROLE

Regional Manager - Appliance

JOB ID

37799

REPORTING TO

Zonal Head - Trade Sales

TYPE OF ROLE

People Management Role

LOCATION

Bangalore

BU / DIVISION

Consumer Products- Trade Sales

JOB PURPOSE

Lead the assigned geographical area and implement sales & collection strategies. Shortlisting of channel partners for appointment & achieving distribution reach. Meeting working capital requirements of the business. Manage & monitor distributor performance & sustainability.

KEY RESPONSIBILITIES

1. o Business o Primary Sales: Achieve primary sales targets by ensuring timely distributor orders and billing. o Secondary Sales: Focus on retail-level sales growth through distributor and retailer engagement. o Secondary Phasing/Market Servicing: Ensure consistent secondary



sales through distributor planning. o Nex Direct Dealers: Delivering Primary targets of nex direct dealers. o NPD commercialization: Deliver primary & Secondary targets of NPD commercialization o Premiumization: Drive premiumization agenda of the organization o Distribution o GTM Execution: Execute GTM plans at a regional level, ensuring alignment with state objectives. o Distributor ROI: Ensure financial viability of distributors by ensuring right revenue mix o Distributor Infrastructure: Build strong relationships with distributors and ensure their operational excellence. o In Market Execution o Market Working: Spend significant time in the market with TSMs to monitor and

improve on ground execution. o Driving Productivity: Drive daily/weekly productivity for DSOs and TSMs and monitor their performance regularly o Market Activities: Executing market engagement activities and deployment of BTL elements, RBP program, WOD & DOA for RPL stores o Scheme Optimization & Loyalty Management: Implement and monitor trade schemes to drive sales. o Market Intelligence: Identify competitive threats and market opportunities, sharing insights with state teams. o Driving Weighted & Numeric Distribution:

Increase outlet coverage and improve brand presence. o Process Efficiency Improvement: Work with TSMs to streamline sales processes and enhance field execution. o Sales IT Execution: Train and ensure TSMs use technology tools effectively for planning and reporting. o After

Sales o After Sales Service: Coordinate with service teams to resolve regional issues. - Commercial Efficiency o Channel finance: Ensuring timely collection of channel finance and BEL outstanding o Working Capital: Ensure adequate working capital investment from distributor.

EDUCATIONAL QUALIFICATIONS

Graduation (any)

WORK EXPERIENCE

5-7 years of relevant experience in B2C sales - preferably from FMCD /FMCG/ consumer durables and geographical exposure of the region. Should have experience in B2C Sales.

CERTIFICATIONS

NA

PREFERRED/ ADDITIONAL REQUIREMENT

NA

REPORTEES

Trade Sales Manager, Territory Manager- Key Accounts

INTERNAL / EXTERNAL INTERFACE

SCM Logistics Marketing ABM Sales Coordinators Channel Partners

BEHAVIORAL COMPETENCIES

Think Beyond Put Customers First Collaborate to Win Develop Talent Be the Best * Be Agile