Regional Sales Manager (Modern trade)

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Regional Sales Manager (Modern trade) - 

Regional Sales Manager – South & East (Modern Trade) 

Reporting To - National Key Account Manager – Modern Trade 

Location  - Hyderabad (with travel across East & South regions) 

Role Purpose 

The RSM – South & East will be responsible for driving sales targets, execution excellence, and team performance across assigned Modern Trade chains and regions in South & East India. The role will act as the regional execution owner, translating national Key Account strategies into consistent on‑ground delivery, while leading and developing the regional sales team. 

Key Responsibilities 

1. Sales Delivery & Target Ownership 

• Own and deliver monthly, quarterly, and annual sales targets for the South & East regions across assigned Modern Trade accounts. 

• Drive primary and secondary sales in line with agreed account plans. 

• Track region‑wise performance versus targets and proactively close gaps. 

2. Execution Excellence in Modern Trade 

• Ensure perfect execution of national/account‑level plans at regional and store level, including:  

• Assortment availability 

• Promo & scheme deployment 

• Visibility & POSM execution 

• Planogram and compliance adherence 

• Monitor and reduce out‑of‑stock (OOS) and ensure healthy inventory norms at DC and store level.

3. Team Management & Capability Building 

• Lead, coach, and performance‑manage the regional Modern Trade sales team (Sales Officers / TSOs / third‑party field force as applicable). 

• Ensure clear target allocation, daily/weekly reviews, and execution discipline. 

• Improve field capability through regular coaching and joint field work. 

4. Stakeholder & Store‑Level Relationships 

• Build strong working relationships with regional buyers, regional managers, and store managers of Modern Trade chains. 

• Act as the escalation point for regional execution issues and ensure quick resolution. 

• Work closely with distributors and supply chain partners to ensure smooth replenishment. 

5. Collaboration with Key Account Manager (KAM) 

• Partner with the KAM – Modern Trade to implement Joint Business Plans (JBPs) and key initiatives at the regional level. 

• Share regular market intelligence, competitor activity, and execution feedback to strengthen account strategies. 

• Support new launches, pilots, and visibility initiatives as per national plans. 

6. Reporting & Governance 

• Maintain robust reporting on sales, availability, promotions, and execution KPIs. 

• Ensure compliance to company policies, trade governance norms, and SOX/process requirements. 

Key Skills & Competencies 

• Strong understanding of Modern Trade execution and operations 

• Hands‑on experience managing field sales teams 

• Commercial acumen with execution focus 

• Strong stakeholder management at store and regional levels 

• Analytical, disciplined, and process‑oriented approach 

• High ownership mindset with ability to work cross‑functionally 

Education & Experience 

• Graduate / Post‑Graduate in Business, Marketing, or related field 

• 8–10 years of sales experience, with at least 5 years in Modern Trade 

• Proven experience managing regional teams in MT or experience in Category Management roles at MT Pharma chains 

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