RSM West

1
REGIONAL SALES MANAGER OFF PREMISE
DESCRIPTION
ORGANISATION
DEPARTMENT: OFF PREMISE
HIRING MANAGER: DIRECTOR SALES
TEAM: 6 SALES MANAGERS 1 REGIONAL TRADE MARKETING MANAGER
LOCATION: MUMBAI (WEST REGION)
SCHEDULE (FT/PT): FULL TIME
SCOPE OF THE ROLE: REGIONAL HEAD OF BUSINESS; COVERING THE STATES OF MAHARASHTRA GOA GUJARAT MP & CG
KEY CONTACTS
INTERNAL: REGION: Field Marketing Regional Finance Operations and Administration. AOPM and Musketeers. NATIONAL: HQ Trade Marketing Business control Finance Customer Care(Operations) HR Marketing and On Premise Key account team.
EXTERNAL: Distribution Partners Key account store managers Buyers On Premise account managers Vendor connect for region HR POS. Top acocunts
REGIONAL SALES MANAGER WEST
2
REGIONAL SALES MANAGER OFF PREMISE
DESCRIPTION
PURPOSE OF THE JOB:
Regional Sales Manager’s role is to develop manage and drive regional business building relevant distribution creating premium impactful instore presence assisting Supporting regional marketing initiatives driving relevance that puts the RED BULL CAN in MAXIMUM DANGER OF BEING SOLD. The Incumbent is responsible for building availability visibility and communication through his team of Sales Mangers (SM’S) and Territory Sales Mangers (TSM’s) in each of their specified areas with right recruiting coaching guidance and strategic support. He is responsible to build engagement within his team and externally with top distribution partners and major key accounts stakeholders across channels establishing relationship implement sales fundamentals that drives business.
KEY RESPONSIBILITIES:
SALES STRATEGY FOR REGION Undertake full responsibility for strategizing executing initiative aligned as per business plan and achievement of the plan. Engage lead and align key business stakeholders like distribution partners Key account both regional and national on Red Bull strategies and motivating field sales team in the region to ensure long-term success on business plans. Implement the sales fundamentals (distribution prices placements promotions profitability etc.) with the customer within the assigned area. Measure these fundamentals and adapt them in order to gain the maximum out of the growth potential. Make sure to offer tailor made concepts to the distributors in his area in order to create a win-win situation.
CROSS FUNCTIONAL ALIGNMENT
Overall sales strategy to be aligned with Director commercial and other departments (Trade marketing Marketing Operations HR and Finance) on activation promotion Forecasting linking it with to larger Off Premise strategy and best in class execution defining synergies with key customers and channels Provide the necessary customer/area information as a basis for overall business planning and strategic decisions.
FOCUS ON SALES FUNDAMENTALS
Set Track and Drive accurate Key performance measure across distribution instore execution Promotion People and Sales suing periodic routines at every level as agreed in business plan. Align with commercial annex in top 80% contributing distribution partners across channels. Oversee distributor’s coverage expansion by channel to improve distribution within the defined channels and accounts and ensure all relevant outlets coverage by as per agreed sales plan that is tracked through depletions (DMS) system.
3
REGIONAL SALES MANAGER OFF PREMISE
DESCRIPTION
CAPABILITY BUILDING
Train motivate and develop the front-Line field force across the region as per RB guiding norms and regulations to deliver Best in Class service Set and measure objectives for his direct/indirect evaluate and support incentive programs on core KPI’s and assess performance monthly. Building effectiveness and driving efficiency. Focus on team motivation and development to retains and grows talent encouraging and getting them ready for bigger roles and preparing successors. He needs to create environment for effective data usage and building analytical skills all team members.
SYSTEM & PROCESS
Regional sales manager is responsible in ensuring Red Bull Way of working with in the region across channels as per set SOP’s and guidelines .100% Compliance on Timely reporting Distribution management system DMS) Sales Force Automation (SFA) Warehouse forecasting Claim Management of DP Incentive disbursements. He is the single point of contact for all budgetary approval Cost management for the region which are aligned with director commercial
EXPERIENCE: • 10 years of sales experience ideally with food and beverage related business
• Previous successful experience leading field sales teams in a leading FMCG organization KNOWLEDGE & SKILLS: • Leadership Motivation and Team Skills. • Clear understanding of Off Premise channel. • A commitment to people management and development with a proven ability to build and develop talent. • Strong analytical and organizational ability. • Good working knowledge of MS Office (Word Excel Power Point) and experience with Field Force automation. • High negotiation and interpersonal skills • Management reporting and budget control
4
REGIONAL SALES MANAGER OFF PREMISE
DESCRIPTION
PERSONAL BEHAVIOUR WE ARE LOOKING FOR
• Winning Mentality: Robust and comprehensive track record of making initiatives succeed and achieving exceptional results.
• Tenacious: Demonstrates a ‘winning’ attitude with measured competitive spirit.
• Robust personality: Company culture suits individuals who try and fail and quickly get up and win again.
• Entrepreneurial and innovative: Able to find solutions to problems and make them work without detailed management guidance. Keen eye for detail enjoys the utilization of information to gain competitive edge.
• Ownership and fleet of foot: Takes personal ownership of your responsibilities. Able to work in isolation as required. Take personal accountability for systems processes and practices that fall outside your immediate remit. Places little reliance on other internal functions.
• Can do attitude: Results orientated and readily prepared to ‘roll up sleeves’ and deal with finite detail. Also driven to attack problems and issues directly in a timely fashion.
• Influencer: Influences rather than dictates gains buy-in from stakeholders peers and subordinates. Drives the company culture agenda and mission both internally and externally
• Empowerment: Able to train develop and lead people with and without direct responsibility.
EDUCATION REQUIREMENTS: A minimum of a university degree. Diploma / Degree in Business Management or equivalent
LANGUAGE REQUIREMENTS: Fluency in English (verbal & written)
TRAVEL: (% of total time)
10% 25% 50% 75% 100%