Job Title: Regional Sales Manager – Modern Trade

Job Profile: SLS/SF/SPV/18002

JOB INFORMATION
Approved Job Profile: SLS/SF/SPV/18002

Job Grade 16

Country: India

Approved By: Director - Trade Sales

Approved On: NA

Last Reviewed By: Director - Trade Sales

Last Reviewed On: 10 Jan 2019

REVIEWER COMMENTS
Date Reviewer Name Reviewer Comments

10 Jan 2019 Vikas Bansi NA

ORGANIZATION
Job Family: Sales
Job Sub-Family: Sales Force
Division: ANI International Nutrition
JOB SUMMARY
Develop and implement a joint business plan with the regional accounts so as to achieve set ANI
objectives & provide direction to implement this plan at the field level
CORE JOB RESPONSIBILITIES

 Meeting the top line sales objective with Key Accounts

 Overall responsible for sales to Key Accounts in region
 Responsible for the ANI market share in the KA
 Provide direction for the implementation of the Annual Business Plan of the national
accounts at regional level
 Ensuring stock availability at all the outlets with a high degree of forecasting
accuracy
 Managing the Customer-wise profitability for Key Accounts
 Ensure cost to sales for local activities with national accounts in line in with ABP of
the account
 Ensure that cost to sales targets for regional accounts are maintained as per plan
 Ensure collection is done for direct customers and for indirect customers as per TOTs
 Provide strategic inputs and competitive insights for Key Accounts
 Be the KA expert in the region & provide direction to the regional management team
on handling KA to maximize our gains out of the channel
 Develop a regional annual plan for all Key Accounts in the region taking cue from the
ABP of national accounts
 Prepare a monthly MIS for KA capturing sales trends, competition update, news &

Revision A
 issues & share the same with the Regional Modern trade team
 Operational Excellence in key accounts
 All NPI, pack changes & price changes are incorporated in the KA as per timelines
 Coordinate with internal support functions for ensuring better fill rates& timely
collections
 Ensure smooth functioning of the merchandising operations in the KA
 Engage with ethical team in the region to ensure right product placement basis
demand generation for prescription led brands
 Drive Distributor engagement through driving efficiencies which involve ROI track ,
deployment of resources to track Purchase & supplies
 Maximize the consumer touch point in the key accounts
 With inputs from National Customer Marketing team develop and execute a strong
360degree communication to maximize consumer touch point in KA
 Ensure all visibility & activation permissions as per national TOTs is properly
executed in the region with the help of KDE/KDM
 Plan & implement promotions & activations for local festivals/shopping occasions
 Drive shopper engagement through team of Nutrition Advisors
 Manage industry interfaces and keep the organization informed about developments in the
retail sector
 Develop good relations with counterparts in the FMCG industry
 Share best practices in the industry with the KA Team, so as to enhance internal
system andprocesses
 Anticipate trends in the retail industry so that internal system and processes can be
geared tomeet the evolving retail environment
 Manage the KA Team in the region
 Manage team of KDE/KDM’s
 Ensure timely collection and reporting of data
 MIS reporting and analysis
 Have monthly meetings
 Attend every quarter the KA Executives JCM with the merchandisers to review
operations

MINIMUM QUALIFICATIONS
Minimum Education
Graduate in any field
Education Level Major/Field of Study
MBA/PGDM Sales & Marketing
MINIMUM WORK EXPERIENCE
Experience Experience Details
 Minimum 7+ years of  7+ years’ experience in field sales / brands
relevant experience.  Have spent at least 24 months in Managerial
Role
 Good Knowledge of top markets/channels
across India
 Should have experience in working in MT
environment
 Possess good knowledge of MT Accounts &
Customers

Revision A
  Should have high analytical abilities
 Ability to embrace change in the scale and
scope of business model(s)
 Ability to Collaborate with other Support
Functions & Ethical Teams
 Must have understanding of financial and legal
regulations

MINIMUM LICENSES AND CERTIFICATION

Licenses/ Certifications Other License/Certification

NA NA
REVISION DESCRIPTION OF CHANGE
A New Format for Job Description

Revision A