RSM - HCD Sales - OTC
RSM - HCD Sales - OTC
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Job Description
Job Title: RSM- HCD Sales Ethical & Generics (Medico Team) (OTC Division)
Department: Sales & Marketing
Location: Bangalore
Direct Reports: ASM / Sales Officers / Territory Sales In-Charges
Role Objective:
To lead the sales operations and distribution network for assigned territories in Bangalore Karnataka driving revenue growth expanding market presence and ensuring high-performance delivery from frontline sales teams and distribution partners.
Key Responsibilities:
1. Sales & Distribution Management:
• Manage primary and secondary sales across assigned districts through a network of direct and
indirect sales channels.
• Drive annual and monthly revenue targets (35–40 Cr/year) through effective territory planning and
market execution.
• Monitor pipelines SKU-wise performance and ensure stock hygiene at distributor and trade levels.
• Optimize beat planning outlet coverage and product visibility through sales force and
merchandisers.
2. Team Leadership & People Development:
• Lead a team of 15–30 people (ASM Sales In-charges RSPs Team Leaders CSOs).
• Regular training capability enhancement and performance reviews to ensure high productivity.
• Reward & Recognition (R&R) programs for motivation and retention.
• Involved in hiring onboarding and territory allocations for new town launches.
3. Channel Expansion & Partner Management:
• Appoint and manage new distributors and sub-stockists across GT and Food/HC categories.
• Implement ROI-based evaluation and drive engagement with partners for seasonal loading and stock
planning.
• Handle distributor infrastructure claims investments and returns as per company policy.
4. Promotion & Scheme Implementation:
• Execute trade schemes category drives (e.g. Paisa Vasool Loyalty Programs) and consumer
promotions effectively.
• Track scheme ROI ensure penetration of focus SKUs and performance monitoring of visibility spends.
• Drive market share in key categories through tactical market inputs and local promotions.
5. Market Development & Strategy:
• Identify and develop underpenetrated markets and white spaces.
• Formulate go-to-market (GTM) strategies based on consumer needs and competitive insights.
• Liaise with logistics HR and category teams to align supply manpower and product availability.
Desired Candidate Profile:
• Experience: 12 years in FMCG Sales (GT/B2B); minimum 5 - 8 years in team leadership roles.
• Education: PGDM/MBA (Marketing/Retail preferred) Graduate in Commerce/Management.
• Domain Expertise: Distribution Management Team Handling Retail Execution Trade Marketing B2B
Sales.
• Skills: Strong analytical interpersonal and leadership skills. Proficient in MS Excel ERP/CRM systems
and territory planning tools.
Skills
Secondary Sale, Primary Sale, RSM, OTC, Team Handling, B2B Sales, Trade Marketing, Distribution Management
Employment Type
Full Time
