Company : Specular Business Services LLP,
Role : Regional Sales Manager FMCG/Beverages,
Salary : As per experience,
Location : Varanasi
Timings : 9 AM to 6 PM (Mon to Sat)
Reporting to : Sales Manager
ROLE OVERVIEW
The Regional Sales Manager RSM is responsible for owning sales performance for the assigned region or state. The role focuses on execution excellence, distributor performance, ASM control, and market expansion.
The RSM is accountable for achieving regional sales targets through Area Sales Managers and ensuring disciplined execution on ground.
Core Responsibilities
- Regional Sales Planning and Target Ownership
- Own monthly quarterly and annual sales targets for the assigned region
- Break down regional targets into area and ASM level targets
- Prepare region wise execution plans in line with company sales strategy
- Support Sales Manager with regional forecasts and expansion inputs
- Ensure targets are communicated clearly to ASMs and executives
- Team Management and Execution Control
- Manage and lead Area Sales Managers reporting to the region
- Ensure ASMs manage executives effectively and follow beat plans
- Conduct weekly performance reviews with ASMs
- Track individual and area wise productivity
- Coach and guide ASMs to improve execution quality and discipline
- Identify high performers and potential future leaders
- Sales Execution and Market Coverage
- Ensure proper market coverage as per assigned territory plan
- Monitor daily weekly and monthly sales performance
- Track target versus achievement and take corrective actions
- Ensure effective distributor visits joint calls and market working
- Ensure execution of sales schemes promotions and pricing policies
- Distributor and Channel Management
- Manage and strengthen distributor relationships within the region
- Ensure distributors meet coverage stock and secondary sales norms
- Monitor distributor stock levels credit limits and collections status
- Support appointment of new distributors in consultation with Sales Manager
- Handle distributor escalations and resolve market level issues
- Reporting and Process Discipline
- Ensure accurate and timely reporting from ASMs and executives
- Review daily sales reports secondary sales and market feedback
- Ensure adherence to sales SOPs reporting formats and timelines
- Highlight risks issues and opportunities to Sales Manager proactively
- Maintain region level sales data and performance records
- Market Intelligence and Feedback
- Track competitor activities pricing and promotions in the region
- Collect and share structured market feedback with Sales Manager
- Identify new growth opportunities and white spaces in the region
- Ensure ethical sales practices and company policy compliance
Key Performance Indicators
- Achievement of regional sales targets
- Performance and productivity of ASMs and executives
- Distributor performance and secondary sales growth
- Market coverage and expansion within the region
- Accuracy and discipline in reporting
Qualification and Experience
- Bachelor's degree in Business Administration Marketing or related field
- 5 to 8 years of experience in sales with at least 2 to 3 years in a team handling role
- Experience managing distributor driven sales in FMCG or similar industries
- Strong exposure to field sales execution and territory management
Required Skills and Competencies
- Strong execution and people management skills
- Good understanding of distributor and channel sales
- Ability to drive targets and discipline on ground
- Effective communication and problem solving skills
- Willingness to travel extensively within the assigned region
1 Year Objectives
- Stabilize regional sales operations and achieve targets consistently
- Build a strong and disciplined ASM team
- Improve distributor performance and market coverage
- Ensure reporting accuracy and execution discipline
3 Year Objectives
- Develop the region into a high performing and scalable unit
- Build second line leadership under the region
- Support company expansion into new markets
- Prepare for higher leadership responsibilities within the sales function
WHAT WE OFFER
- Work with Leadership: Work closely with the leadership team to get exposure.
- Opportunities to develop and implement your ideas to improve HR processes and employee satisfaction.
- Team Collaboration: Work in a supportive and energetic environment.
- Career Growth: Opportunities to grow within the company.
- Flexible Working Environment: Work from our office or remotely, depending on the role's requirements.
