Job Description

Regional Sales Manager - FMCG (Diversity profiles)

JOB TITLE : Regional Sales Manager

DEPARTMENT : Sales

REGION : India

REPORTS TO : Senior Commercial Director, India

JOB DESCRIPTION :

Company is Crafting the Spirits that Stir the World. Rooted in two centuries of family heritage, company has evolved into the world\'s third largest leading premium spirits company, where each employee is treated like family and trusted with legacy. With our greatest assets - our premium spirits and our people - we\'re driving growth through impactful marketing, innovation and an entrepreneurial spirit. Company is a place where you can come Unleash your Spirit by making an impact each and every day.

Purpose :

This position would be responsible for managing and driving overall sales, profitability and channel building initiatives for a Region for company India within the regulatory compliance framework of India - including sales planning, budgeting, sales execution, team capability building and achieving targeted business results.

Eligibility Criteria :

EDUCATION - Post graduate in business/strategy/management from Tier 1 or Tier 2 institution

INDUSTRY EXPERIENCE:

- Minimum 15-18 years leadership/managerial experience in Alcobev/relevant industries

- Minimum 2 years experience as a Regional Sales Manager

SKILLS:

- High level of strategic, conceptual, analytical and creative skills & focus behind Commercial Excellence

- Action-biased and output oriented approach towards ambitious targets

- Team oriented and collaborative outlook with coaching ability

- Exudes senior leadership presence and strong communication skills

- Demonstrates experience in driving change management and business re-engineering

- Demonstrates high levels of adaptability, flexibility with regard to new challenges and the use of new networks and entrepreneurial skills

- Ability to represent company at a variety of global and India forums/meetings

Key Responsibilities :

SALES PLANNING :

- Manage preparation of sales budget and forecast objectives covering volumes by regions, brands, variants and outlet channel for n alignment to the organization business priorities

- Coordinate sales planning activity with relevant functions maintaining high levels of quality, accuracy and process consistency in the sales planning efforts

SALES EXECUTION :

- Ensure all sales organization objectives are achieved timely as per planning

- Ensure adherence to service norms and execution standards across markets and RTM types

- Manage all sales data flow to optimise sales execution and effectiveness in the market - by different RTM archetypes

P&L MANAGEMENT :

- Ensure investments committed to channel partners are aligned to budget allocation and are consumed timely for intended activities

- Manage the profitability of P&Ls at various levels of aggregation for IMFL, BII and BIO (region, brand, outlet channel, depot) - escalate deviations, issues timely and drive appropriate remedial actions

COMMERCIAL EXCELLENCE:

- Under and resolve process bottlenecks to ensure smooth delivery of revenue/ profitability goals

- Drive an organization of continuous sales, execution and claims process improvement

COMMERCIAL MARKETING MANAGEMENT:

- Work along with sales and marketing functions to ensure complete alignment in planning and execution of commercial marketing initiatives in line with category and shopper marketing strategy of the organization

- Ensure timely and brilliant execution of brand building initiatives on ground

MARKET INTELLIGENCE :

- Establish effective data monitoring systems for local market and competitor activities

- Drive the adoption & culture of data and IT automation tools enabling daily, weekly and monthly analytics and insights

- Understand best practices (Company / competitors) from India context

CUSTOMER & KEY ACCOUNT MANAGEMENT :

- Ensuring adherence of key customer terms of trade and pricing strategies.

- Engagement with top retail and HORECA Customers and monitoring of overall level of service and Key Account management being provided to business partners

PEOPLE MANAGEMENT:

- Create a Diverse, Empathetic and Inclusive team by ensuring mix of talent

- Drive team motivation and teamwork through constructive performance recognition and counselling

- Objectively drive annual employee performance appraisal process based on business and people results and commercial competencies demonstrated

- Identify individual training and development goals for team to promote growth and retention of intellectual talent

- Talent development and succession planning in sales and trade marketing team

REVIEW PROCESS :

- Provide timely update across key metrics to the Commercial Director, India

- Monitor the accuracy and efficient distribution of sales reports/MIS across sales hierarchy

- Recommend next steps basis existing performance to achieve planned/better sales targets timely

LEGAL ETHICS AND COMPLIANCE:

- Ensure legal compliance with all appropriate legislation occurs in all sales activities and external partnerships and ensure business is done the right way, the company Way

Key Relationships :

INTERNAL :

- Managing Director

- Senior Commercial Director

- Finance Director

- Commercial Marketing Director

- RTM Management Director

- Marketing Director

- Human Resource Director

- Human Resources Team

- Finance & Accounts Team

- Procurement/Operations Team

- Compliance & Legal Team

- Strategy Team

EXTERNAL :

- Customers

- Regulatory authorities

- PR agencies

- A&P vendors

- Consultants

- Industry bodies

- External auditors

Key Performance Indictors:

QUANTITATIVE :

- Sales target achievement for IMFL, BII and BIO - overall, by region, by outlet channel, by brands, by variants

- Profitability target achievement for IMFL, BII and BIO - overall, by region, by outlet channel, by brands, by variants

- Achievement of commercial marketing and brand building targets within committed timelines

- Degree of attrition in sales & commercial marketing functions

QUALITATIVE :

- Ensure accuracy and consistency of data flow from on-ground teams

- Healthy relationship with internal stakeholders, key channel partners

- Develop good rapport with subordinates and promote organization culture

- People development and skill building

- Compliance with company policies and procedures

- Proactive participation in business strategy discussions

Company is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, national origin, genetics, disability, age, sexual orientation or veteran status. We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable federal, state and local laws.

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