About the Role / Purpose of the Job

The role is responsible for developing business in the West region by planning, directing, and implementing sales strategies and programs to achieve or exceed regional sales objectives. The position focuses on revenue growth, team leadership, distributor management, and strong execution across General Trade channels.

Key Responsibilities / Deliverables

Business Management & Sales Achievement

• - Set regional sales targets and monitor performance in line with the business plan.
• - Achieve revenue and margin targets for the region.
• - Drive regional business development initiatives.
• - Generate sales through a team of sales personnel to meet or exceed annual targets.
• - Contribute regional sales insights and recommendations to strategic plans and reviews.
• - Analyze sales trends and implement corrective actions where required.
•  

Sales Team & Infrastructure Development

• - Manage, direct, and coordinate activities of Area Sales Managers.
• - Deploy sales teams as per company requirements and approved budgets.
• - Achieve regional HR objectives through training, coaching, counselling, scheduling, and performance management.
• - Appoint and manage channel partners with strong infrastructure, financial stability, and growth mindset.
•  

Sales Planning, Budgeting & Forecasting

• - Develop regional sales plans for optimal resource utilization.
• - Forecast sales requirements and meet financial objectives.
• - Prepare annual budgets, monitor expenditures, analyze variances, and initiate corrective actions.
• - Ensure promotional spends are within approved budgets.
• - Prepare long-term sales growth blueprints for the region.
•  

Distributor, Customer & Cross-functional Coordination

• - Ensure distributors and customers are informed about new or improved products and services.
• - Develop and maintain an efficient distribution network.
• - Ensure commercial hygiene by monitoring damages, complaints, and related issues.
• - Coordinate with the Marketing team to ensure adequate merchandising, promotions, and brand visibility.
•  

Category & Channel Expertise

• - Continuously build knowledge of industry trends, market dynamics, and customer behaviour.
• - Track competitor products and strategies and plan effective counteractions.
•  

Supply Chain & Stock Control

• - Develop systems for accurate forecasting and coordinate with production, logistics, and CFA teams.
• - Exercise stock control at the customer, distributor, and CFA levels.
• - Maintain optimal stock levels and ensure smooth supplies and timely dispatches.
•  

Sales Systems & Processes

• - Develop timely business feedback systems.
• - Establish systems to monitor customer-wise sales performance.

Decision Level

Prime:

• - Assist Delivery/Department Heads in decision-making for effective deliveries.
•  

Shared:

• - Participate in joint decision-making with stakeholders on a collective basis.
•  

Contributory:

• - Make significant contributions to day-to-day decisions taken by stakeholders and senior management.

Skills, Knowledge & Competencies

Knowledge:

• - Strong understanding of the food industry, General Trade, and distribution channels.
•  

Skills:

• - Strong leadership and people management skills
• - Excellent communication, negotiation, and presentation skills
• - Strong decision-making ability
• - Relationship-building capability
• - Excellent business acumen
•  

Attitude:

• - Self-motivated and target-driven
• - Aggressive and sincere approach
• - Positive problem-solving mindset
• - Dynamic, exploratory, and committed to achieving sales targets

Educational Qualifications

• Graduation: Any specialization
• Post-Graduation (Mandatory): PGDM / MBA in Marketing or Sales Management

Work Experience

• - 12+ years of sales experience in an FMCG company
• - Must have worked as a Senior Manager in previous roles
• - Mandatory experience in Mumbai as TSM or ASM