Vertical Head at Nikharv Consultancy
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National Sales Manager - General Trade - FMCG (10-20 yrs)
Job title: Manager, Regional Sales
Reports to: Sales Head
Division/Department: Sales
Work Location: Mumbai
PURPOSE : To own regional sales performance including P&L, volume and market share, TP coverage and product mix strategy, and demand planning for distribution, direct dealer and MT channels for all categories except Built-in, and manage regional budget and overall admin
ESSENTIAL DUTIES AND RESPONSIBILITIES
Planning :
- Owns development of regional sales strategy and business growth plan for existing/new TPs
- Owns development of monthly demand plan for the region
- Drive sales target-setting for BMs, and conducts periodic reviews
- Manages regional TPI budge
Sales Activation :
- Manages category and channel analytics on own and competition product performance within region
- Leads management of BTL initiatives
- Manages deployment of TPI and trade schemes in coordination with branches
People Management :
- Drives learning, talent development and inclusiveness
Trade Partner Management :
- Develops TP engagement plan and maintains optimum call cycles to build and strengthen TP relationships
- Identifies, evaluates new TPs and manages conversion of difficult accounts as needed
- Identifies and recommends sales training opportunities among TPs
- Leads representation in regional events to support business development as required
Operations :
- Oversees all marketing and key account management activities for the region
- Oversees all sales logistics for the region for finished and defective goods
- Owns general administration for the region
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