Regional Sales Manager

Topline; Ernakulam; On-site; INR 800,000 - 1,200,000; Full time

Job summary

Topline is seeking a results-driven Regional Sales Leader to drive regional targets and manage key modern-trade accounts. You will translate regional goals into area and category plans, oversee account coverage, and coach Area Managers through weekly reviews and field visits.

You will monitor pricing discipline, improve margins, and coordinate with Operations and Finance to ensure timely stock and collections. Strong CRM usage and forecasting are essential.

Responsibilities

• Regional monthly, quarterly and annual sales targets to be achieved with seasonal planning and corrective actions.
• Convert regional target into area, account and category targets and align with Area Managers.
• Ensure active accounts are covered on schedule; retain key regional accounts and open new accounts.
• Own relationships with regional modern-trade accounts for range, listings, repeat orders and shelf presence with the National Sales Manager.
• Push margin-accretive and strategic categories; support clearance of aged stock with Operations.
• Apply approved price lists, discount slabs and schemes; prevent billing below minimum margin.
• Support collection of regional receivables within 30/60-day terms; flag overdue accounts early.
• Coach Area Managers on targets, coverage, call productivity and account plans via weekly reviews and market visits.
• Gather competitor pricing, new products and customer feedback; report to the National Sales Manager.
• Submit the regional sales forecast on time to aid stock planning by Purchase and Operations.
• Raise order, stock and dispatch issues with Sales and Logistics; coordinate collections with Accounts Receivables.
• Submit regional reports on time and ensure enquiries, orders and follow-ups are recorded in CRM.
• Recruit, train and develop the regional sales team with HR support and establish clear role ownership.

Job description

Key Responsibilities

Regional Sales Delivery: Achieve the regional monthly, quarterly and annual sales target, phased for seasonality, and recover shortfalls through a documented action plan.

Target Allocation: Convert the regional target into area, account and category targets and agree them with the Area Managers.

Account Coverage & Growth: Ensure every active account is covered on schedule, retain the key accounts of the region, and open new accounts across modern trade and general trade.

Key Account Management: Own the relationship with the regional modern-trade accounts (such as Lulu and Nesto outlets) for range, listings, repeat orders and shelf presence, with the National Sales Manager.

Category Mix: Push the margin-accretive and strategic categories in the region and support the clearance plans for aged stock agreed with Operations.

Pricing & Margin Discipline: Apply approved price lists, discount slabs and schemes, and prevent billing below the approved minimum margin.

Collections & Credit Support: Support collection of regional receivables within the agreed 30 / 60-day terms, flag overdue and over-limit accounts early, and elevate disputes.

Area Manager Coaching: Coach the Area Managers on targets, coverage, call productivity and account plans through weekly reviews and joint market visits.

Market Intelligence: Gather competitor pricing, new products and customer feedback and report them to the National Sales Manager.

Forecasting: Submit the regional sales forecast on time so that Purchase and Operations can plan stock.

Coordination with Operations & Finance: Raise order, stock and dispatch issues with the Sales Coordinator and Logistics Coordinator, and coordinate collections with the Accountant Receivables.

Reporting & CRM: Submit regional reports on time and ensure enquiries, orders and follow-ups are recorded in the CRM.

Team Development: Recruit, train and develop the regional sales team with HR support and build clear role ownership.