Regional Manager - Sales - FMCG/Manufacturing

Job Role:

Responsible for leading the regional sales team to achieve targets across dealer and direct fleet channels. The role focuses on driving sales, managing customer and dealer relationships, ensuring timely collections, providing service support, and executing brand-building initiatives within the assigned region.

Planning

- Prepare regional sales plans with zonal input.

- Assess territory potential and build bottom-up business plans.

- Set sales targets by product, channel, and customer.

- Identify new market opportunities

Sales Management

- Track targets, market share, and productivity; take corrective actions.

- Expand dealer network and guide sales team on target achievement.

- Ensure effective lead management and sales conversions.

- Monitor systems for tracking performance and leads.

- Conduct joint dealer meetings and regular market visits.

- Resolve escalations on pricing, availability, and credit terms.

Channel Development

- Appoint and upgrade channel partners.

- Monitor partner performance and drive improvements.

- Engage direct fleet customers to grow share.

- Support partners in customer outreach and staff training.

Commercial

- Ensure compliance with commercial processes and CFA operations.

- Monitor billing, collections, and outstanding payments.

- Control regional expenses and handle collection issues.

Inventory & Logistics

- Manage escalations in logistics and ensure timely supply.

- Maintain optimal inventory levels and reduce slow-moving stock.

Service

- Resolve customer complaints and channel partner issues.

- Visit field to assess product performance and customer feedback.

Brand Building

- Drive brand visibility and awareness.

- Coordinate sales promotions and local marketing.

- Implement BTL activities and attend customer/dealer events.