Regional Sales Manager

Job Responsibility

1. Sales & Business Development

• Deliver regional sales, volume, and revenue targets for the portfolio.
• Plan and execute sales strategies to increase market share in both General Trade (GT) and Modern Trade (MT) channels.
• Identify new business opportunities, including institutional and HORECA (Hotels, Restaurants & Cafés) segments.
• Manage effective pricing, trade promotions, and product mix to maximize profitability.

2. Distribution & Channel Management

• Expand and strengthen the distributor and retail network across the region.
• Ensure proper product placement, availability, and visibility at all retail touchpoints.
• Drive numeric and weighted distribution objectives.
• Monitor secondary and territory sales, ensuring efficient inventory rotation and minimal returns.

3. Team Leadership

• Lead, coach, and motivate team under leadership of Area Sales Managers (ASMs), Dy Managers and Executives.
• Conduct regular market visits to monitor execution and team effectiveness.

4. Market Intelligence & Execution

• Track and analyze competitor activities, pricing strategies, and consumer trends.
• Coordinate with Marketing to execute regional trade marketing and activation plans.
• Ensure perfect execution of merchandising standards, and visibility elements.

5. Reporting & Operations

• Prepare and submit weekly/monthly sales reports with key insights and recommendations.
• Monitor credit control, distributor claims, and trade spends.
• Collaborate with Supply Chain to ensure optimal stock availability and forecasting accuracy.

Qualifications & Experience:

• Bachelor's degree in Business Administration, Marketing, or related field (MBA preferred).
• 10–15 years of sales experience in the FMCG – Food & Beverage sector.
• At least 3–5 years in a regional or zonal managerial role with team leadership experience.
• Proven success in managing large territories, distributors, and multi-channel sales.

Skills & Competencies:

• Strong leadership and team management skills.
• Excellent negotiation, communication, and interpersonal skills.
• Deep understanding of FMCG sales dynamics, distribution models, and trade marketing.
• Ability to work under pressure and deliver in a competitive market environment.