Regional Sales Manager (CR/NR)

Job Purpose

Regional Accountability

• Accountable for end-to-end management of all regional sales channels - Van, Retail, Wholesale, and appointed distributors - and E-Commerce operations where applicable

Business Development & Market Expansion

• Identify and onboard new customers, distributors, or sales channels to expand market reach
• Explore and evaluate untapped territories, customer segments, and product opportunities
• Conduct regular market mapping and competitor benchmarking to support growth strategy
• Execute area-specific activation plans in coordination with marketing and trade teams
• Support in building long-term relationships with key stakeholders to enhance business penetration

Sales Target Achievement

• Drive and deliver monthly, quarterly, and annual sales volume and revenue targets
• Ensure daily tracking and monitoring of team performance against sales KPIs
• Coordinate with distributors and partners to manage product availability and stock levels
• Ensure collection targets are met, and overdue payments are minimized
• Optimize pricing execution and adherence to trade policies

Customer Relation Management

• Maintain strong relationships with key customers, trade partners, and stakeholders across all channels
• Ensure timely resolution of customer complaints and service requests
• Conduct field visits to strengthen customer rapport and drive loyalty

Channel & Distribution Management

• Monitor and manage the performance of distributors and their sales teams
• Ensure distributor compliance with stock norms, order cycles, and payment terms
• Analyze secondary sales and drive efficient route-to-market strategies across all channels

Sales Operation Excellence

• Ensure trade execution excellence by driving product availability, visibility, planogram compliance, and promotional efficiency
• Adhere to internal controls, policies, and regulatory compliance standards
• Collaborate with supply chain and logistics to ensure smooth product flow and order fulfillment

Reporting & Data Management

• Prepare and present area-wise sales reports, forecasts, and business reviews
• Monitor and report on market trends, competitor actions, and pricing dynamics
• Utilize CRM/SFA tools for real-time visibility into sales pipeline and customer activities

Team Leadership & Development

• Lead, train, and motivate a team of Territory Sales Officers/Executives
• Assign clear targets and provide regular performance feedback
• Conduct field coaching, skill development sessions, and succession planning
• Direct and monitor the planning and follow-up of customer deal implementation

Governance & Compliance

• Ensure strict adherence to internal company policies, SOPs, and code of conduct
• Implement and enforce compliance with all relevant regulations set by Food Security Authorities and related regulatory bodies
• Maintain proper documentation and reporting in line with audit, quality, and food safety standards
• Conduct regular compliance checks and follow through on corrective actions where required
• Manage the collection of required legal documents for all agreements and activation programs

What We Are Looking For

• Bachelor’s degree in Business Administration, Sales, Marketing, or related field (required)
• MBA is a strong plus
• 5 - 8 years of progressive sales experience in FMCG or food manufacturing
• Experience managing distributors, field teams, and large regional portfolios

Technical & Functional Skills

• Strong knowledge of FMCG route-to-market models
• Experience in wholesale, retail, HORECA, and bakery channels
• Strong analytical skills and data-driven decision-making capability
• Proficiency in CRM / SFA tools, Excel, and reporting
• Solid understanding of trade marketing and channel development

What Sets Us Apart

• **Career Growth & Learning:**
• Structured training, mentorship, and cross-functional development opportunities.
• **Meaningful Work:**
• Contribute to initiatives supporting food security, sustainability, and digital transformation.
• **Inclusive Culture:**
• Work in a collaborative environment where ideas are valued, teamwork thrives, and a positive culture inspires success.
• **Compensation & Benefits:**
• Competitive salary, comprehensive medical and life insurance, health benefits, and programs that support work-life balance.
• **Innovation & Impact:**
• Access to advanced technology, process automation, and modern operations that drive operational excellence.