Job Title : RSM- HCD Sales Ethical & Generics (Medico Team) (OTC Division)
Department : Sales & Marketing
Location : Bangalore
Direct Reports : ASM / Sales Officers / Territory Sales In-Charges
Role Objective :
To lead the sales operations and distribution network for assigned territories in Bangalore Karnataka , driving revenue growth, expanding market presence, and ensuring high-performance delivery from frontline sales teams and distribution partners.
Key Responsibilities :
1. Sales & Distribution Management :
- Manage primary and secondary sales across assigned districts through a network of direct and
indirect sales channels.
Drive annual and monthly revenue targets (~35–40 Cr / year) through effective territory planning andmarket execution.
Monitor pipelines, SKU-wise performance, and ensure stock hygiene at distributor and trade levels.Optimize beat planning, outlet coverage, and product visibility through sales force andmerchandisers.
2. Team Leadership & People Development :
Lead a team of 15–30 people (ASM , Sales In-charges, RSPs, Team Leaders, CSOs).Regular training, capability enhancement, and performance reviews to ensure high productivity.Reward & Recognition (R&R) programs for motivation and retention.Involved in hiring, onboarding, and territory allocations for new town launches.3. Channel Expansion & Partner Management :
Appoint and manage new distributors and sub-stockists across GT and Food / HC categories.Implement ROI-based evaluation and drive engagement with partners for seasonal loading and stockplanning.
Handle distributor infrastructure, claims, investments, and returns as per company policy.4. Promotion & Scheme Implementation :
Execute trade schemes, category drives (e.g., Paisa Vasool, Loyalty Programs), and consumerpromotions effectively.
Track scheme ROI, ensure penetration of focus SKUs, and performance monitoring of visibility spends.Drive market share in key categories through tactical market inputs and local promotions.5. Market Development & Strategy :
Identify and develop underpenetrated markets and white spaces.Formulate go-to-market (GTM) strategies based on consumer needs and competitive insights.Liaise with logistics, HR, and category teams to align supply, manpower, and product availability.Desired Candidate Profile :
Experience : 12+ years in FMCG Sales (GT / B2B); minimum 5 - 8 years in team leadership roles.Education : PGDM / MBA (Marketing / Retail preferred) + Graduate in Commerce / Management.Domain Expertise : Distribution Management, Team Handling, Retail Execution, Trade Marketing, B2BSales.
Skills : Strong analytical, interpersonal, and leadership skills. Proficient in MS Excel, ERP / CRM systems,and territory planning tools.
. Skillset Required : Secondary Sale, Primary Sale, RSM, OTC, Team Handling, B2B Sales, Trade Marketing, Distribution Management