Solinas - Regional Sales Manager

Regional Sales Manager

Core Job Responsibilities :

• Give strategic direction to the Region and ensure the achievement of the topline sales number.
• To plan and achieve the sales targets.
• To plan and achieve the distribution targets.
• To control & monitor sales returns, damages, expiry stocks, etc. as per company norms.
• Deliver Market Share Goal at Category Level for the Region.
• Ensure Financial compliance by way of :
• Implementing credit policy and credit controls.
• Monitor and control SG&A spends in the Region (Over Heads and Trade Marketing).
• Overall responsible for timely & risk-free realization from the customer (distributor, institutions & cooperatives).
• Plan & Deliver on M&P initiatives.
• Business Planning for the Region.
• Monitor market coverage through ASM / TSE and distribution network.
• Monitor implementation of Distribution plan across ASM territories in line with Trade S&D plans.
• Conduct monthly RTMs (Regional Team Meeting) for ASMs and review area performance and forecast every month post the RFM (Regional Forecast Meet).
• Attend the JCM of the all ASMs with TSEs at least once a year.
• Work closely with the Ethical ABMs and RMs of the region.
• Monitor pipelines across the Region (C&F) and Distributors.
• Plan & Monitor execution of the secondary sales plan through the ASM Area wise , TSE wise, Brand wise , SKU wise.
• Lead a RFC (Regional Team Meeting) along with the Customer Service Manager and review area wise trade forecast.
• Involve the MND & PND RBM, Regional Manager : Modern Trade and Regional Manager : Customer Marketing in the Regional Fc Meet.
• Code of conduct and compliance to stat / regulatory / QA norms.
• Ensure branch adherence to code of conduct.
• Ensure branch adherence to sales SOP.
• Conformation to all financial and administration systems.
• Compliance to statutory and regulatory norms.
• Ensure that the branch team handles Legal Issues, PFA issues, packaging defects etc in consultation with HO Teams.
• Checks stock hygiene & engages with customers / officials on QA related issues as per organization guidelines.
• Ensure proper documentation of spends in the branch (SG&A OH and TMM).
• Provide necessary support to the BU Head trade to run the trade BU.
• Track competitor activity and create a database for the same.
• Ensure timely submission of the trade Fc to the BU Head.
• Ensure timely submission of SG&A Fc to the CMM Head.
• Develop team through coaching, training and reward management.
• To motivate and provide leadership to the trade team in the branch

(ref : iimjobs.com)