RSM - Mumbai

J L Morison · Mumbai, India

Job Description - RSM Mumbai

Role:

Regional Sales Operations - Traditional Trade

Brands: All Brands

Job description:

I.      Implementation of Regional Sales Strategy in line with the Organisations Overall strategy

Execution of the Annual Sales Plans for the region with a focus on each of the following:

• Market Share- Geography wise
• Customers
• Channels
• Product Categories
• People Development

II.    Business Key Result Areas:

• Consistent Topline & Bottomline target achievement for the region as per territory , brands, categories
• Ensuring Brand Coverage/ Presence
• Increasing the Market Share
• Channel Development
• People Development

III.  Operations:

• Sales Management
• Accurate Annual Sales Forecast, Budgeting & Achievement as per plan
• Sales Plan Preparation – Targets, territories, products, sales team
• Team KPI & Target Management
• Channel Development & Management
• Ensuring fair & thorough implementation of the Trade Schemes as planned by the Trade Marketing Team & the Sales Head
• Achieving the Product Mix Targets
• Sales Team Building, Development, Motivation & Management
• Sales Reviews & Performance/ Productivity Management
• Process Compliance
• Driving Automation (SFA) – Bizom usage in the team
• Customer Relationship Management
• Returns Management
• Inventory Management for the region

• Business Intelligence & Analytics (External & Internal)
• Internal Business Data Analytics - Using Power BI Analytics for enhanced performance
• External Market & Competitor Information for various decisions – Pricing, Trade Schemes, Products, Policies, etc

• Policies & SOPs Implementation:
• Sales Process Implementation- From Prospecting to After Sales Service 
• Distribution Policies & Channel/ Partner SLAs
• Customer Credit Policies
• Returns Management
• All other policies implemented from time to time

• Liaison:
• Commercial Team/ SCM Team/ Government officials (if reqd) etc

Profile:

• Overall traditional trade sales experience of around 12 to 15 years
• Should have independently handled regional sales for atleast one region in the FMCG industry for at least 3 to 4 yrs
• Should have a proven channel development & sales growth (topline & bottomline) track record in his/her previous organizations
• Should have worked in multiple markets/ regions as a part of his/ her sales role i.e. Should have a complete insight of the said region –sales trends, culture, distribution etc
• Strong understanding of Trade Marketing Strategies
• Strong Financial & Business Acumen
• Should be strong in business analytics
• Experience with handling sales related process automation tools would be an added advantage
• Data Oriented Decision making