Regional Sales Manager

Job Description : RSM SALES AUTO OUT OF MUMBAI Regional Head - Sales - Route To Market/Go To Market - Auto - IIM/FMS/MDI/ISB Key Duties and Responsibilities : Strategic : - Develop an RTM Roadmap aligned to the Country Sales growth initiatives. - Ensure alignment with the channel partners on integrated RTM model and driving RTM execution. - Managing Interactions with Distributors & influence to invest in RTM Capability & Infrastructure. - Alignment of RTM initiatives roll-out with Territory's priorities in collaboration with AM/RM's. - To lead the implementation & transfer of best practices in RTM across territories. - To coordinate the RTM activities and adjust routes to meet customer needs, improve efficiencies, and ensure appropriate controls &reporting are in place to meet statutory & company requirements. Operations : - Channel Analytics : - Understanding of Market Research Data and building the RTM strategy based on the key observations - Analyze information and insights against Key Performance Indicators at a Territory level - Propose goals and KPIs for distributor activities and track ongoing results at a Territory level. - Recommendation of remedial actions needed for Distribution / Distributor underperformance - Support Distributor's adherence to trading terms & develop distributor logistics capability in terms of infrastructure, processes and systems. - Define Distribution requirements & structure (e.g. warehousing, processes, route coverage, tools, people, financing, back office systems) to ensure volume availability by channel. - Development and deployment of Wholesale Loyalty Programs to deliver the right Selling-In behaviors while driving growth objectives. - Drive continuous business improvement in the secondary sales to optimize cost efficiencies. Leadership : - Assess training needs at distributor level and provide input to trade development team. - Provide insight & make recommendation to ensure optimum distributors' organizational structure. - Drive the development of Incentive schemes directed to Distribution Field Force and growth. Relationship : - Has an intimate knowledge of distributor business model and financial insights. - Develop effective working relationship with distributors, suppliers and key trade partners. - Develop a close working relationship with Sales Managers to better understand their markets. Job Specific Competencies : - Understanding of distributor / FMCG operations environment - Detailed understanding of the tire/auto business in terms of logistics, distribution, sales and channel. - Experienced in Sales & Route To Market strategy to achieve Picture of Success at the outlet - Distributor management, Channel Knowledge & Dynamics - Strong interpersonal skills & ability to work across functional boundaries - Analytical skills and planning ability - Strong Communication & Negotiating skills Job Complexities : - Align the capabilities of Company's sales force and the capabilities of our channel partners. - Motivate distributors to invest the resources and develop the capabilities required for RTM success - Play a strong advisory role to the distributors and guide them on key tools. - Steward the overall Distribution health of the distributor system.

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