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 & Cafs) 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).
- 1015 years of sales experience in the FMCG Food & Beverage sector.
- At least 35 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.
