Regional Sales Manager (FMCG)

Job Description

The Regional Sales Manager in the Fast-Moving Consumer Goods (FMCG) industry is responsible for overseeing sales operations, driving revenue growth, and managing a sales team within a specific geographical region. The role involves developing and implementing sales strategies, expanding market share, building strong relationships with key distributors and retailers, and ensuring sales targets are met. The Regional Sales Manager also analyzes market trends, monitors competitor activity, and works closely with the marketing and supply chain teams to ensure product availability and visibility.

Key Responsibilities:

1. Sales Strategy and Execution:
– Develop and implement regional sales strategies to achieve or exceed revenue and profitability targets.
– Monitor sales performance, providing regular reports to senior management on sales forecasts, achievements, and challenges.
– Identify growth opportunities within the region and develop action plans to capitalize on them.
– Ensure product placement, promotional activities, and pricing strategies are aligned with overall business goals.

2. Team Leadership and Development:
– Recruit, train, and manage a team of sales representatives and field executives, ensuring they have the skills and tools needed to achieve their targets.
– Set individual sales targets and performance objectives for the sales team and provide ongoing coaching, feedback, and performance evaluations.
– Foster a collaborative and results-oriented sales culture, promoting accountability and teamwork.

3. Relationship Management:
– Build and maintain strong relationships with key distributors, wholesalers, retailers, and other partners within the region.
– Negotiate contracts, pricing agreements, and promotional activities with clients to ensure optimal product availability and visibility in the marketplace.
– Address and resolve any customer issues, concerns, or feedback, ensuring a high level of customer satisfaction.

4. Market Analysis and Competitor Monitoring:
– Analyze market trends, customer preferences, and competitor activities to identify potential opportunities and threats.
– Provide insights and recommendations to senior management on market developments, competitive positioning, and potential new product launches.
– Work with the marketing team to design and implement localized marketing and promotional campaigns.

5. Sales Operations and Reporting:
– Ensure accurate sales forecasting, stock management, and order fulfillment to meet customer demand and avoid stockouts or overstocks.
– Monitor sales team expenses, ensuring compliance with budgetary guidelines and corporate policies.
– Track and report on key sales performance metrics, including sales volume, market share, and profitability.
6. Compliance and Brand Representation:
– Ensure adherence to corporate policies, including ethical sales practices, brand representation, and compliance with local laws and regulations.
– Represent the company at regional trade shows, industry events, and customer meetings to enhance brand visibility and build networks.

Qualifications and Skills:

– Master’s degree in Business, Marketing, or a related field.
– 10 years of experience in sales, with at least 3 years in a managerial role within the FMCG sector.
– Proven track record of achieving or exceeding sales targets in a competitive market.
– Strong leadership and people management skills with the ability to motivate and develop a high-performing sales team.
– Excellent communication, negotiation, and relationship-building skills.
– Analytical mindset with the ability to interpret sales data and market trends to make informed decisions.
– Proficiency in CRM tools, sales analytics, and Microsoft Office Suite.