AddressPosition Title: Regional Sales Capability Manager
Department:
Sales
Work Location:
Delhi, Patna, Bangalore, Mumbai
Grade:
Manager/Sr. Manager
Travel Required:
15 Days/Month
Reporting to:
Administrative:
Regional Manager
Reported by:
NA
Functional:
Sales Development Head
Minimum Job Requirements
Educational Qualification:
Post-Graduate/Graduate
Experience:
6-10 years’ sales experience in consumer products (FMEG / Electricals, FMCG, durables, footwear and allied industries)
Any additional requirement:
Should have team and distributor management experience.
Purpose of the Position (Job Summary)
The purpose of the position of RSCM is to support and enhance the performance of the sales team within a specific region. The primary focus of a Regional Sales Coach is to provide guidance, training, and support to the SOs/ASMs in order to achieve sales targets, improve sales skills, and drive revenue growth. The position plays a crucial role in developing and implementing effective sales strategies(GTM), promoting consistent sales practices, and ensuring the successful execution of the company's sales objectives at the regional level.
Key Roles and Responsibilities
Financial
Analytics
- Sales Monitoring & Deep-Dive Analysis of chosen parameters (Programme & Performance Linked)
- Communication of Relevant Insights to Sales Teams
- Translating Insights to Relevant Actions, along with measurable performance KPIs to measure success of Action & Time frames
Customer Oriented
Route to Market Implementation
- Facilitate implementation of Project Pragati for Relaxo Footwears
- Assist RMs / RSMs and Relevant Sales Teams in Execution of Revamped RTM Strategy
- Scouting, selection and appointment of distributors
- Retailer Mapping: Initiate, Monitor and track retailer survey for new towns
- Design PJPs and SFA beat optimisation for SOs /ASMs
- Assist with region-specific insights & benchmarks during Design Phase, especially for Value Proposition Finalisation
People Oriented
Sales Capability
- Sales Operations Monitoring & Control: Assist Sales Excellence Head with region-specific Problem Identification, RCA and Problem Solving
- Daily Performance Update & Problem-Solving Calls with Sales Teams, act as a conduit between Sales Capability and Sales Teams to ensure pristine implementation
- PMO tracking and dashboarding of all project-related activities, including:
- o Frontline manpower on-boarding
- o Retailer mapping
- o Distributor appointment
DMS activation and usage
Analytics
- Sales Monitoring & Deep-Dive Analysis of chosen parameters (Programme & Performance Linked)
- Communication of Relevant Insights to Sales Teams
- Translating Insights to Relevant Actions, along with measurable performance KPIs to measure success of Action & Time frames
Capability Creation & Learning Academy
- Key SPOC for Learning Academy roll-out and Train-the-Trainer sessions
- Impart Trainings as part of Learning Academy (functional, product, soft skills)
- Educate sales team on new product launches
- New hire onboarding
Internal Business Process
IT Deployment
- DMS activation & Deployment
- DMS Usage
- Control of retailer master
Competencies
Technical/Functional
Behavioral
Sales Techniques
Product Knowledge
Sales Process Management
DMS & SFA
Market and Industry Knowledge
Data Analysis and Reporting
Territory Management
Sales Forecasting
Training and Development
Communication and Presentation Skills
Communication
Coaching and Mentoring
Relationship Building
Adaptability
Problem-Solving
Collaboration
Key Responsibility Areas
Quantitative
Qualitative
Sales Revenue & Growth
Cost-to-Sales Ratio
Sales Team Performance
Effectiveness of T&D
Distributor Acquisition & Retention
Sales Pipeline Conversion
Sales Forecast Accuracy
Sales Team Development
Sales Training and Enablement
Sales Process Improvement
Market Intelligence
Key Stakeholder Management
Internal
External
Field Force
HR
Sales Commercial
SCM
Marketing
Distributor
External Consultant
