Regional Sales Manager

Sakal Media Group; India; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Sakal Media Group is seeking a Regional Sales Manager to drive profitable sales growth across the assigned region. You will lead a team, manage distributor relationships, and develop market presence while achieving targets for sales, profitability, and market share.

The role requires 8–10 years in FMCG sales, with experience in General Trade, Modern Trade, and channel management. Extensive travel (60–70%) is expected to support market development and business reviews.

Qualifications

• Bachelor's degree in Business Administration, Marketing, Commerce, Agriculture, Food Technology, or a related field.
• MBA/PGDM in Marketing or Sales is preferred.
• 8–10 years of FMCG sales experience.
• 3–5 years leading a team of 5–10 employees.
• Proven experience in General Trade, Modern Trade, Institutional Sales and Distributor Management.
• Strong understanding of organic food retail, channel development, and market expansion.

Responsibilities

• Allocate regional sales targets to teams and drive growth.
• Manage distributor relationships and channel development.
• Plan and execute trade promotions, pricing, and promotional initiatives.
• Provide strategic leadership for regional budgets and manpower planning.
• Prepare sales forecasts, regional reviews, and MIS reports.
• Travel extensively across the region for distributor visits and business reviews.

Skills

Sales strategy

Channel management

Distributor management

Forecasting

Negotiation

Leadership

CRM

Education

Bachelor's degree

MBA/PGDM preferred

Tools

MS Excel

Power BI

CRM systems

ERP systems

Job description

Job Purpose

The Regional Sales Manager (RSM) is responsible for driving profitable sales growth, expanding market presence, strengthening distribution and building sustainable customer relationships across the assigned region. The role ensures achievement of sales, profitability, market share and collection targets through effective distributor management, team leadership, trade development and execution excellence.

Reporting & Compliance

• Prepare sales forecasts, regional business reviews and MIS reports.
• Maintain CRM and sales analytics.
• Ensure compliance with company policies, pricing guidelines and statutory requirements.
• Support audits and business reviews.

Authorities & Decision-Making Powers

The Regional Sales Manager is authorized to:

Commercial Authority

• Recommend appointment, replacement or termination of distributors/super stockists, subject to approval
• Approve distributor claims, trade schemes and promotional activities within delegated financial limits.
• Negotiate commercial terms with channel partners within approved policy.

Sales Operations

• Allocate regional sales targets to Area Sales Managers.
• Approve tour plans, market visit schedules and sales priorities.
• Recommend pricing support and promotional initiatives based on market dynamics.
• Recommend new territory creation and channel expansion.
• Conduct PMS reviews of team and recommend rewards, training, promotions, or corrective actions.
• Recommend manpower requirements for the region.
• Track LMS and travel plans of team within company policy.
• Recommend strategic partnerships and institutional business opportunities.
• Escalate major commercial opportunities requiring management approval.
• Approve regional operational expenses and sales promotion activities within delegated authority.
• Recommend annual regional sales budgets and incentive plans.

Qualifications

• Bachelor's Degree in Business Administration, Marketing, Commerce, Agriculture, Food Technology, or a related field.
• MBA/PGDM in Marketing or Sales is preferred.

Experience

• 810 years of experience in FMCG sales, preferably in Organic Foods, Food & Beverages, Health Foods, Consumer Goods, or Agri Products.
• Minimum 3–5 years of experience leading team of 5-10 employee size.
• Proven experience in General Trade, Modern Trade, Institutional Sales and Distributor Management.
• Strong understanding of organic food retail, channel development, and market expansion.

Required Competencies

• Sales strategy and execution
• Business development
• Distributor and channel management
• Revenue and profitability management
• Commercial negotiation
• Forecasting and business planning
• FMCG sales operations
• Key account management
• Trade marketing
• Category management
• Sales analytics and MIS
• Demand forecasting
• Inventory and supply chain coordination
• Pricing and promotion management
• CRM and ERP systems
• Advanced MS Excel and Power BI (preferred)
• Leadership and team development
• Strategic thinking
• Customer-centric approach
• Excellent communication and negotiation skills
• Analytical and data-driven decision-making
• Problem-solving and conflict resolution
• High execution excellence
• Adaptability and resilience
• Results orientation
• Integrity and accountability

Travel Requirement

Extensive travel across the assigned region (approximately 60–70%) for distributor visits, market development, customer meetings, trade events and business reviews.