Regional Sales and Marketing Manager

Role purpose

The Regional Sales Manager (RSM) will lead sales and market development for OTO Music India across one of the company’s four regions. The role is accountable for building and managing the regional sales team, expanding the dealer and institutional customer network, achieving the region’s monthly sales and collection targets, and maintaining disciplined reporting and credit control.

Products and customers

The role covers OTO Music India’s musical instruments and related products, including guitars, keyboards, drums, microphones, sound equipment, traditional instruments, and accessories, together with any products added by the company. Customers include musical instrument dealers, retailers, distributors, wholesalers, music schools, academies, educational institutions, and other approved B2B accounts.

Key responsibilities

Regional sales and market growth

· Prepare and execute a regional business plan, monthly sales plan, territory coverage plan, and visit schedule aligned with company priorities.

· Achieve the monthly regional sales target of ₹12,50,000, excluding GST, and build a healthy pipeline to support sustained performance.

· Identify new markets and qualified dealers; convert prospects into active accounts and grow repeat business with existing customers.

· Promote the company’s full product range, new launches, approved schemes, and merchandising standards.

Sales team hiring and leadership

· Help build the regional sales team by identifying staffing needs, sourcing and assessing candidates, and recommending suitable hires through the company’s approval process.

· Set clear territories, dealer responsibilities, activity expectations, and individual sales and collection plans for team members.

· Onboard, coach, accompany, and regularly review team members; provide field guidance and timely performance feedback.

· Maintain team discipline, attendance, field activity, and reporting standards; raise performance or conduct concerns promptly.

Dealer relationships and market intelligence

· Make regular field visits with team members and independently meet key dealers, prospects, and institutional customers.

· Understand customer needs, product demand, competitor activity, pricing, and regional market trends; share useful feedback with management.

· Resolve customer concerns by coordinating with sales support, accounts, logistics, and product teams.

· Maintain an accurate and current regional database of dealers, prospects, sales opportunities, and visit outcomes.

Collections, credit, and order execution

· Deliver ₹12,50,000 in monthly collections, excluding GST, through planned customer and team follow-up.

· Review receivables, overdue balances, payment promises, and collection risks; escalate slippages and take timely follow-up action.

· Ensure all team members comply with approved pricing, discounts, credit limits, payment terms, and order approval procedures.

· Do not promise unapproved credit, discounts, delivery terms, or other commercial commitments.

· Coordinate order processing, dispatch, billing, and payment issue resolution with internal teams; support accurate and timely order fulfilment.

Planning, reporting, and review

· Submit accurate daily activity and visit reports, weekly team updates, and monthly sales, collection, and forecast reports using company-approved formats.

· Track team and regional performance against sales, collections, new-account, active-dealer, visit, and overdue-reduction goals.

· Attend review meetings, explain variances, and complete agreed corrective actions within timelines.

· Use company-approved systems, spreadsheets, CRM tools, and communication channels to maintain reliable records.

Performance measures

· Monthly sales and collections: ₹12,50,000 each, tracked separately; both excluding GST.

· Regional team hiring, onboarding, productivity, and retention against the approved team plan.

· New active dealers, repeat-order growth, regional coverage, and product-category performance.

· Receivables discipline, overdue follow-up, compliance with credit and pricing approvals, and forecast accuracy.

· Timeliness and accuracy of sales, collection, field-visit, and team reports.

Qualifications and experience

· MBA in Sales, Marketing, Business Administration, or a related discipline is required.

· Three to five years of relevant sales experience, with a proven record of achieving sales and collection targets, preferably in B2B distribution, dealer management, consumer durables, electronics, musical instruments, or accessories.

· Good knowledge of sales planning, territory management, distribution channels, and market development; musical instrument or music retail experience is strongly preferred.

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