RSM West - General Trade
Key Responsibilities:
1. Sales Strategy and Planning:
- Develop and execute a comprehensive sales strategy for the assigned state to achieve revenue and market share objectives.
- Analyse market trends, customer behaviour, and competitor activities to identify growth opportunities.
2. Distribution and Channel Expansion:
- Oversee the expansion and management of distribution channels within the state.
- Develop and maintain strong relationships with distributors, retailers, and channel partners.
- Implement strategies to enhance the company's reach and penetration in the market.
3. Geographical Knowledge:
- Utilize in-depth knowledge of the state's geography to optimize distribution networks and ensure effective market coverage.
- Identify and prioritize target regions based on market potential and business objectives.
4. Go-to-Market (GTM) Strategy:
- Design and implement effective go-to-market strategies to launch new products and services in the state.
- Collaborate with marketing teams to align GTM strategies with overall brand positioning.
5. Account Management:
- Manage key customer accounts and relationships within the state.
- Work closely with the sales team to ensure customer satisfaction and address any issues promptly.
- Develop and implement strategies to grow existing accounts and acquire new customers.
6. Claim Management:
- Oversee the process of claim management, ensuring timely and accurate resolution of customer claims.
- Collaborate with internal teams, including customer service and operations, to streamline claim processes and enhance customer experience.
7. Team Leadership:
- Recruit, train, and lead a high-performing sales team.
- Set clear performance targets and provide ongoing coaching and feedback.
- Foster a collaborative and results-driven team culture.
9. Performance Analysis:
- Monitor and analyze sales performance metrics, channel effectiveness, and market share data.
- Develop actionable insights and recommendations to improve sales performance and market position.
10. Budget Management:
- Develop and manage the sales budget for the state, ensuring efficient allocation of resources.
- Implement cost-effective strategies to achieve sales targets within budget constraints.
Qualifications & Experience Required:
- Experience: Minimum 9 years in field sales with at least 5 years in the personal care, beauty, or FMCG sector handling offline/general trade channels.
- Industry Knowledge: In-depth understanding of the personal & beauty care landscape including retail formats, consumer behavior, and seasonal trends.
- MBA/PGDM is mandatory.
- Experience in handling large teams
- 4+ years of experience in the relevant territory
Desired Attributes:
- Leadership: Demonstrated ability to manage field teams and drive performance in a competitive environment.
- Communication: Strong interpersonal, negotiation, and relationship management skills.
- Data-Driven: Capable of using data to drive decisions and performance improvements.
- Mobility: Willingness to travel extensively within the assigned territory.
