Role Title – Regional Sales Manager
Reporting to: Chief Operating Officer / Sales Head
Direct Reports : 8-10 Department: Sales

1. ROLE OBJECTIVE –
RSM's (Regional Sales Manager) role objective is to support and direct sales efforts and to drive
market expansion in a particular region and achieve organizational objectives. He shall provide
market insights and inputs to the BU Head /Category head for the AOP (Annual Operating Plan)
and the budgets for the category. He shall also prepare overall sales strategy /plans for the
geography along with the BU and category head to meet revenue targets. Conducting market
segment analysis, identify thrust areas /customers basis easy wins with less effort and larger
volume size of the market, and creating a yearly business plan that focuses on key
customers/segment will be under his responsibilities.
DUTIES AND RESPONSIBILITIES -
 Sales, Customer management and distributor handling
 Customer acquisition and new product customer addition
 SO Achievement, market expansion, yearly sales handling and distributor payments
 Develop distribution strategy & distributor network
 Design retention strategies with regular customers
 Provide insights and inputs to stakeholders for the AOP and budgets for the category
 Designing strategies for customer acquisition and retention
 Expand footprint and relationships with multiple stakeholders
 Analyze competitor selling strategies
 Build new customer base to enhance business opportunities along with providing assistance
and support to the commercials Team in collecting payments
 C&F management
 Acquire and manager Regional Key Accounts
 Administering and ensuring compliance to all sales practices for branch
 Performing various training sessions and coordination for the same
 Preparing a list of prospective customers for sales leads
 Reviewing and analysis of the work of sales team on a weekly basis
 Maintaining overall control of marketing activities to ensure achievement of all objectives
within allocated budget and determining all sales goals
 Conducting market segment analysis, identifying key areas/ customers basis easy wins 7with
less effort and larger volume size of the market
 Creating a yearly business plan that focuses on key customers/segments

Specific skill sets:
 Existing strong relationship with the customers
 Excellent selling & negotiation skills
 Excellent communication skills in English, Hindi + 1 regional language
 Good analytical skills
 Distribution & Distributor Management
KEY INTERACTIONS
Internal External
1. Category Managers
2. Marketing
3. Finance/ accounts
4. BSMs / Culinary Chefs / Beverage Chefs

1. Key Customers
2. CFA
3. Distributors

Qualification:
 Graduate in Hotel Management / MBA / management course

Experience:
 12 - 15 years total
 FMCG + HORECA experience can be considered