Regional Sales Manager

Job Summary

We are looking for an experienced and result-oriented Regional Sales Manager (RSM) to lead and manage sales operations across the assigned region. The RSM will be responsible for achieving sales targets, managing the sales team, expanding the distribution network, developing new markets, and ensuring strong retail and distributor coverage.

The candidate will be responsible for planning and executing regional sales strategies and working closely with Sales Officers, Area Sales Managers, distributors, retailers, and key customers.

Key Responsibilities

• Develop and execute regional sales strategies to achieve monthly, quarterly, and annual sales targets.

• Manage and monitor the performance of Sales Officers, Area Sales Managers, and other field sales team members.

• Set area-wise and team-wise sales targets and ensure timely achievement.

• Conduct regular joint working and market visits with Sales Officers and Area Sales Managers.

• Visit distributors, retailers, wholesalers, and key outlets to understand market requirements.

• Expand the company's distribution and retail network across the assigned region.

• Identify and appoint new distributors, dealers, and potential business partners.

• Develop new markets and increase product penetration in existing markets.

• Monitor primary and secondary sales on a regular basis.

• Track distributor stock, order booking, product availability, and market movement.

• Ensure proper availability and visibility of company products at retail outlets.

• Build and maintain strong relationships with distributors, retailers, wholesalers, and key customers.

• Monitor competitor activities, pricing, schemes, promotions, and market trends.

• Develop effective strategies to counter competitor activities and increase market share.

• Coordinate with the operations, dispatch, finance, and management teams to ensure smooth order and delivery processes.

• Monitor outstanding payments and support the team in timely collection from customers/distributors.

• Ensure effective implementation of company schemes, promotions, and sales campaigns.

• Review daily, weekly, and monthly sales reports and take corrective actions where required.

• Conduct regular sales team meetings and performance reviews.

• Train, guide, motivate, and develop the sales team.

• Identify underperforming territories and prepare improvement plans.

• Ensure proper route planning and maximum outlet coverage by the field sales team.

• Prepare and present regional sales performance reports to the Sales Head / Management.

• Travel extensively across the assigned region as required.

Team Management

The RSM will be responsible for:

• Managing and guiding the regional sales team.

• Monitoring individual Sales Officer performance.

• Conducting regular joint working with team members.

• Reviewing daily market visits and order generation.

• Setting individual and area-wise targets.

• Providing training and on-field support.

• Motivating the team to achieve sales objectives.

• Taking corrective action for performance gaps.

Distribution & Market Expansion

• Develop a strong distributor and dealer network.

• Identify new business opportunities within the assigned territory.

• Increase outlet coverage and product availability.

• Ensure regular order generation from distributors and retailers.

• Improve product penetration across traditional retail and other relevant sales channels.

• Explore new markets and potential territories for business expansion.

Sales & Target Management

• Achieve assigned monthly, quarterly, and annual sales targets.

• Monitor primary and secondary sales.

• Analyze sales trends and prepare action plans.

• Track territory-wise and product-wise sales performance.

• Ensure continuous sales growth and improvement in market share.

Reporting & MIS

The RSM will be responsible for maintaining and reviewing:

• Daily Sales Reports

• Primary & Secondary Sales Reports

• Distributor-wise Sales Reports

• Area-wise Sales Reports

• Sales Officer Performance Reports

• Outlet Coverage Reports

• New Outlet Reports

• Outstanding / Collection Reports

• Competitor & Market Feedback Reports

• Monthly Sales Performance Reports

Required Skills & Qualifications

• Graduate / MBA in Sales & Marketing preferred.

• 5–8 years of experience in sales, preferably in FMCG, Food, Spices, or related industries.

• Experience in managing a field sales team.

• Strong knowledge of distributor and retail sales operations.

• Good understanding of regional market dynamics.

• Strong leadership and team-management skills.

• Excellent communication and negotiation skills.

• Strong customer relationship management skills.

• Good analytical and problem-solving abilities.

• Target-oriented and commercially focused.

• Good knowledge of MS Excel, sales reporting, and MIS.

• Willingness to travel extensively within the assigned region.

• Valid driving licence and two-wheeler/car preferred.

Key Performance Indicators (KPIs)

• Achievement of monthly/quarterly/annual sales targets.

• Regional sales growth.

• Primary and secondary sales growth.

• New distributor acquisition.

• New outlet acquisition.

• Outlet coverage and productivity.

• Distributor performance.

• Sales team productivity.

• Collection/outstanding performance.

• Product-wise and territory-wise growth.

• Market share and market penetration.

• Team retention and performance.

Candidate Profile

The ideal candidate should be a strong sales leader with excellent market knowledge, team-management capabilities, and a proven track record of achieving sales targets. The candidate should be comfortable with extensive field travel, joint working, distributor management, retail expansion, and developing new markets.

The RSM should have a result-oriented approach, strong leadership skills, excellent communication abilities, and the ability to build a high-performing sales team

• It is a Full Time Field Sales job for candidates with 5 - 6+ years Experience.