Job Description

JOB ROLE

Regional Manager - Trade Sales - Appl

JOB ID

JRO0644

REPORTING TO

Zonal Head - Trade Sales

TYPE OF ROLE

People Management Role

LOCATION

REST OF BENGAL, West Bengal

BU/ DIVISION

Consumer Products- Trade Sales

JOB PURPOSE

The RSM bridges strategy and execution by managing trade sales managers and achieving targets for their specific category or region.

KEY RESPONSIBILITIES

Business

Primary Sales: Achieve primary sales targets by ensuring timely distributor orders and billing. Secondary Sales: Focus on retail-level sales growth through distributor and retailer engagement. Secondary Phasing/Market Servicing: Ensure consistent secondary sales through distributor planning. Nex Direct Dealers: Delivering Primary targets of nex direct dealers. NPD commercialization: Deliver primary & Secondary targets of NPD commercialization Premiumization: Drive premiumization agenda of the organization

Distribution

GTM Execution: Execute GTM plans at a regional level, ensuring alignment with state objectives. Distributor ROI: Ensure financial viability of distributors by ensuring right revenue mix Distributor Infrastructure: Build strong relationships with distributors and ensure their operational excellence.

In Market Execution

Market Working: Spend significant time in the market with TSMs to monitor and improve on ground execution. Driving Productivity: Drive daily/weekly productivity for DSOs and TSMs and monitor their performance regularly Market Activities: Executing market engagement activities and deployment of BTL elements, RBP program, WOD & DOA for RPL stores Scheme Optimization & Loyalty Management: Implement and monitor trade schemes to drive sales. Market Intelligence: Identify competitive threats and market opportunities, sharing insights with state teams. Driving Weighted & Numeric Distribution: Increase outlet coverage and improve brand presence. Process Efficiency Improvement: Work with TSMs to streamline sales processes and enhance field execution. Sales IT Execution: Train and ensure TSMs use technology tools effectively for planning and reporting.

After Sales

After Sales Service: Coordinate with service teams to resolve regional issues.

Commercial Efficiency

Channel finance: Ensuring timely collection of channel finance and BEL outstanding 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

NO OF 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