Regional Sales Manager

Job Overview:

We are seeking a dynamic and target-driven Sales Officer to spearhead the retail and B2B sales of our premium dairy products, including Ghee, Curd, Paneer, Lassi, and Chhach. This role is focused on field sales and business development in the assigned location/s. You will be pivotal in driving revenue growth through direct sales, marketing campaigns, and customer engagement.

KRAs, Brief Descriptions, and Responsibilities

KRA 1: Sales Target Achievement

Brief: Drive individual sales performance to meet or exceed assigned targets.

Roles and Responsibilities:

Develop and execute sales strategies to achieve monthly, quarterly, and annual sales targets.

Track and report individual sales performance against targets, taking corrective actions where necessary.

Identify new business opportunities to expand the customer base and increase sales revenue.

Maintain strong relationships with existing retailers to drive repeat sales and loyalty.

KRA 2: Product Placement

Brief: Ensure the availability of key stock-keeping units (SKUs) in retail stores.

Roles and Responsibilities:

Collaborate with retailers to ensure the placement of focus SKUs in prominent store locations.

Monitor stock levels at retail outlets to prevent stockouts and ensure continuous product availability.

Work closely with the supply chain team to address product delivery and inventory issues.

Analyze store-level sales data to identify trends and adjust placement strategies accordingly.

KRA 3: Retailer Coverage

Brief: Maintain consistent retailer engagement through regular store visits.

Roles and Responsibilities:

Plan and execute a daily retail visit schedule to maximize store coverage.

Build and maintain strong relationships with retailers to ensure continued support for the brand.

Address retailer concerns, including supply issues and promotional support, promptly and effectively.

Track and report the number of retailer visits daily, ensuring alignment with organizational goals.

KRA 4: Visual Merchandising

Brief: Maintain proper product display to enhance brand visibility and attractiveness.

Roles and Responsibilities:

Ensure compliance with retail display standards across all stores.

Regularly visit retail outlets to verify product placement, shelf arrangement, and promotional materials.

Train and guide retailers on effective merchandising practices to boost sales.

Address any discrepancies in visual merchandising promptly and escalate issues when required.

KRA 5: Competitive Reporting

Brief: Provide timely insights on market trends and competitor activities to support strategic planning.

Roles and Responsibilities:

Collect and analyze competitor data, including pricing, promotions, and new product launches.

Prepare and submit detailed market reports within stipulated deadlines.

Share actionable insights with the sales and marketing teams to refine sales strategies.

Stay updated on industry trends and customer preferences to identify growth opportunities.

Additional Key Responsibilities:

Support promotional campaigns by ensuring retailers participate in and display promotional materials.

Identify and onboard new retail partners to expand market presence.

Collaborate with the marketing team to execute in-store promotions and activations.

Monitor sales performance trends and recommend adjustments to achieve sales objectives.

Act as the primary point of contact between the company and retailers, ensuring smooth communication and operational efficiency.

Work Relations:

Internal:

• Reporting to the ASM, RSM Head of Sales & Marketing.
• Coordination with Production, Quality Control, Maintenance, HR, Accounts, and Dispatch teams.

External:

• Engage with distributors, retailers, end-consumers, and hospitality networks.
• Collaborate with marketing agencies, logistics providers, and regulatory agencies.

Qualifications & Experience:

Education:

• Bachelor's Degree in Business Administration, Commerce, or equivalent.

Experience:

• 3 years of experience in modern sales of premium dairy or food products (FMCG experience preferred).
• Proven success in B2B and retail sales, including conducting BTL activities.
• Strong relationships with Class-A retail stores and familiarity with modern retail formats like DMart, Reliance, and Natures Basket.

Skills & Competencies:

• Fluent in Gujarati and Hindi (English preferred for B2B).
• Strong negotiation, communication, and relationship-building skills.
• Proficient in mobile apps and digital tools.
• Ability to analyze markets, plan strategies, and achieve sales targets.
• Comfortable with extensive travel and ready to relocate, if required.