RSDM - West & East

Accountabilities of the Role: 

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  1. Go-To-Market & Execution Excellence
  Localize and activate GTM strategies tailored to regional consumer and shopper behavior. Partner with Sales Operations to enhance route planning, outlet coverage, and call quality. Drive adoption of SFA tools and real-time dashboards.

  
  

  2. Channel Development & Trade Engagement
  Support region-specific channel programs, including loyalty initiatives, advocacy models, and visibility activations. Institutionalize best practices in retailer engagement within regulatory norms.

  
  

  3. Profitability Management
  Collaborate with Marketing, Finance, and RMT to optimize product mix, pricing, and trade levers, ensuring margin-focused growth across the region.

  
  

  4. Performance Management & Analytics
  Anchor sales reviews, territory audits, and capability KPIs. Track key metrics such as outlet growth, numeric and weighted distribution, and conversion rates. Provide insights to enable agile decision-making.

  
  

  5. Compliance & Regulatory Alignment
  Liaise with Legal, Regulatory, and Trade Marketing teams to ensure all field activities comply with statutory and internal guidelines, especially for age-gated products.

  
  

  6. Product Launch & Field Readiness
  Co-lead regional readiness for new product introductions, including RRPs and alternative formats. Ensure the field force is trained and equipped for successful rollouts.

  
  

  7. Stakeholder & External Affairs Support
  Support the Region Managers in liaising with local law enforcement, municipal authorities, and regulatory bodies. Represent the company in external engagements as required.

  
  

  8. Retail Execution & POSM Deployment
  Work with Commercial Planning to refine POSM deployment, micro-marketing plans, and outlet segmentation to ensure impactful in-store execution.

  
  
  
  

• Requirements for this role : 

1. 6–10 years of experience in Sales Development, Trade Marketing, or Field Sales roles.


2. Experience in FMCG, Tobacco, or other regulated industries is preferred.


3. Proven track record in sales capability building, GTM execution, and performance analytics.


4. MBA or equivalent postgraduate qualification is preferred.