Regional Sales Excellence Manager South

Job Purpose

• Develop, influence and drive the implementation of, sources of growth, in the defined area. Deliver growth through developing engaged team and drive levers of consumer, customer, channels, and category.
• The RSEM @ MARS role serves the purpose of translating business strategies into suitable actions for larger and strategic geographies on the one hand while leveraging local level opportunities to drive Physical and Mental availability.

Key Responsibilities

Planning

• RTM Strategy Formulation - Coverage/Manpower/Pricing
• Unlock penetration of our core brands by driving physical reach for both direct & indirect distribution
• Channel Partner Strategy to lead sustainable growth.
• Build a capable sales team to execute RTM strategy.
• Drive purpose led strategic RTM initiative.
• Implement 5 P strategy to win in the store.
• Enable growth through Technology.
• Ensure Governance by having right process aligned with RTM strategy and enable the process through Technology.
• Design, execute & Manage sales incentive programs to enable desired shift in both leading and lagging KPIs.
• Lead & Monitor all Sales KPIs
• Building & developing Talent across the sales organization along with field team and P&O Organization
• Lead all Financial KPIs and adherence to policies along with region & finance team.
• Develop various business models for growth across all town class/retail environment etc.

New Product Launch:

• Work closely with the ASM’s and Customer Excellence team to Identify activation opportunities with respect to a brand activation plan and their execution.
• Communicate to the Team on the final codification, facilitate roll-out in the marketplace and track progress for the same.

People Function:

• Lead, Monitor, Motivate and drive performance by leverage selling tools and incentive programs as designed by the company
• Coach field team on the Mars Sales & Distribution system and drive desired productivity levels
• Implement structured training interventions as per agreed calendar to continuously upskill his FSA team
• Set goals and metrics of measurement for Self and team in line with organizational priorities and ensure cascade of company objectives within the team and with channel partners
• Identify Learning and Development opportunity areas for the team and lead the implementation of the Sales Training Program developed by Sales Capability
• Manage Trade Spends budget in service of quality and sustainable growth
• Manage Sales overhead budget and count of 3P resources for the year

Administration:

• Conduct Period OR meetings as per agreed norms to monitor performance levels across ASM’s,cities, SO, Distributors and Brands
• In conjunction with LM, ensure a higher level of forecast accuracy on a period level and align with Supply chain teams to ensure efficient service levels to customers.

Job Specifications/Qualifications

• Education & Professional Qualification MBA degree (preferably from top B School)
• Knowledge/Experience MBA with 5-8 years’ Experience Experience within FMCG/Food industry preferred and should have been an ASM for approximately 3 years and Good to have a Regional & National Sales support role for 2 or more years.