Regional Sales Manager - West

RSM- West

The Regional Sales Manager business position is part of the Food & Beverage Leadership Team for India and is responsible for managing the day-to-day operations. The Regional Sales Manager typically manages and leads a team of 5-15 sales professionals and application specialists.

Role Details:

• Full-time position
• Team leadership position
• Geographic base: West – India (Mumbai)
• The role involves extensive travel: on an average 2 weeks a month

Key Accountabilities & Responsibilities:

• To deliver the Annual Operating Plan for the designated "Region":
• Drive top line sales growth
• Deliver bottom line profitability targets by focusing on price increases and product mix optimization
• Deliver working capital targets by focusing on: Timely collection of accounts receivables, sales forecasting process, reduction of aged inventory
• Focus and maintain high levels of customer satisfaction: track customer satisfaction and net promoter scores at least once every year
• Focus on sales and customer management processes to ensure that the business retains its leadership position in the market. Ensure key metrics like sales productivity, AR DSO, sales growth, market shares, segment shares, key customer acquisitions: are achieved as per plans
• To lead and manage the sales team with high motivation levels
• To ensure complete delivery of our promises to customers
• To bring speed, stretch and energy into the team members
• To identify high performers and high potential players in the sales team and plan for career development to the mutual benefit of the company and the sales team members.
• To plan for retention of stable performers and improvement plans for weak performers.
• To drive training to meet all of the above objectives via coordination with HR
• Collaborate with the Sector, Marketing & Technical teams within the business: to identify quick wins for current growth and develop strategic initiatives for future growth via geographical expansion, customer partnering, innovation in product line, technology platform changes, product management & marketing (this will be done along with the sector, marketing and the technical teams), identification of new business opportunities, etc.
• Collaborate with other functions like supply chain, technical, HR as per business needs
• Ensure all data / activity requirements of other functions from the business like receivables management, sales forecasts, inventory management, discount controls, etc are fulfilled so as to meet overall company objectives
• Competition Tracking: To identify, track and handle competitive moves and subsequent customer negotiations
• To provide support to the Business Director, Food & Beverage – Indian Sub continent in meeting company objectives via business performance, data, customer management, liaising with key constituencies.
• To ensure integrity in all activities of self and the team and to drive an ethical work culture across the team and company.

Education, Experience, and Requirements:

• A BE/ B Tech degree in Engineering, Food Technology or Dairy Technology. An MBA is desired but not essential
• 8–10 years of successful commercial experience in B2B environment, out of which at least 2–3 years (preferably in a team leader position) as Area Sales Manager or Key Account Manager
• Demonstrated success in value selling role with increasing levels of responsibility.
• Experience in field sales is essential, should have strong customer management experience at senior levels in B2B environment, knowledge of working with key or strategic accounts is desirable.
• This position needs to have a good understanding of technical issues to be able to understand problems and opportunities.
• Management qualification is desirable to be able to manage the business and team in a professional manner with a strong understanding of all business functions including HR. This will also ensure a strong commercial and IT oriented mindset.

Capabilities and Strengths:

• Good command over English language, both spoken and written.
• A positive attitude towards new challenges, must be willing to stretch and strive
• Self-starter with the confidence to take risk, partner with business leaders as required, lead change, and work transparently with all stakeholders.
• High sense of drive and urgency
• Experienced in planning and executing projects; proven problem solving capabilities
• Strong interpersonal skills
• Proficient in managing time with the ability to multi-task
• Ability to work independently as well as thrive in a cooperative work environment
• Proficient in Microsoft Office applications, especially Word, Excel, and PowerPoint