Regional Sales Manager

Lotus Herbals; Mumbai; On-site; INR 2,500,000 - 6,000,000; Full time

Job summary

Lotus Herbals is seeking a senior regional sales leader based in Mumbai to drive West region sales targets and regional growth. You will develop and execute sales strategies, strengthen distributor networks, and ensure effective merchandising and trade execution across markets.

You will lead regional teams, set targets, review performance, and travel extensively to map opportunities, monitor competition, and deliver market intelligence to senior management.

Qualifications

• 11–17+ years of experience in Sales / General Trade.
• Experience in FMCG / Beauty & Personal Care / Cosmetics / Consumer Goods preferred.
• Strong experience in General Trade and distributor-led business models.
• Proven experience in managing regional sales teams and distributor networks.
• Strong understanding of the West Indian market.
• Good understanding of sales planning, distribution, merchandising, and market expansion.
• Strong analytical, negotiation, communication, and leadership skills.
• Willingness to travel extensively across the assigned region.

Responsibilities

• Drive achievement of primary and secondary sales targets for the West region.
• Develop and execute regional sales strategies in line with organizational objectives.
• Identify opportunities for business growth, market expansion, and increased product penetration.
• Monitor sales performance across territories and take corrective actions where required.
• Ensure effective implementation of sales schemes, promotions, and trade initiatives.
• Manage and strengthen the distributor and dealer network across the assigned region.
• Drive distribution expansion and improve numeric and weighted distribution.
• Ensure optimum distributor productivity, stock availability, and inventory management.
• Develop strong relationships with distributors, wholesalers, retailers, and key trade partners.
• Identify gaps in distribution and develop plans to improve market coverage.
• Lead, coach, and develop the regional sales team.
• Set clear targets and KRAs for Area Sales Managers / Territory Sales teams.
• Conduct regular performance reviews and market visits.
• Ensure effective manpower deployment and productivity across territories.
• Build a high-performance and target-oriented sales culture.
• Conduct regular market visits to understand consumer, retailer, and distributor requirements.
• Track competitor activities, pricing, promotions, product launches, and market trends.
• Provide actionable market intelligence to the senior management team.
• Recommend strategies to improve Lotus Herbals' market share and competitive positioning.
• Ensure effective execution of merchandising and visibility initiatives across retail outlets.
• Improve brand visibility and product availability at the point of sale.
• Monitor execution of promotional campaigns and trade schemes.
• Ensure compliance with company sales policies and processes.
• Prepare and review regional sales reports, forecasts, and business dashboards.
• Monitor primary vs. secondary sales and identify deviations. Maintain accurate sales forecasts and contribute to monthly/quarterly business planning.
• Provide regular updates to senior management on regional performance and key business challenges

Skills

Sales leadership

Distributor network management

Market expansion

Analytical skills

Negotiation

Communication

Travel readiness

Team coaching

Job description

Key Responsibilities Sales & Business Development:-

• Drive achievement of primary and secondary sales targets for the West region.
• Develop and execute regional sales strategies in line with organizational objectives.
• Identify opportunities for business growth, market expansion, and increased product penetration.
• Monitor sales performance across territories and take corrective actions where required.
• Ensure effective implementation of sales schemes, promotions, and trade initiatives.

General Trade & Distribution Management

• Manage and strengthen the distributor and dealer network across the assigned region.
• Drive distribution expansion and improve numeric and weighted distribution.
• Ensure optimum distributor productivity, stock availability, and inventory management.
• Develop strong relationships with distributors, wholesalers, retailers, and key trade partners.
• Identify gaps in distribution and develop plans to improve market coverage.

Team Management:-

• Lead, coach, and develop the regional sales team.
• Set clear targets and KRAs for Area Sales Managers / Territory Sales teams.
• Conduct regular performance reviews and market visits.
• Ensure effective manpower deployment and productivity across territories.
• Build a high-performance and target-oriented sales culture. Market & Competition
• Conduct regular market visits to understand consumer, retailer, and distributor requirements.
• Track competitor activities, pricing, promotions, product launches, and market trends.
• Provide actionable market intelligence to the senior management team.
• Recommend strategies to improve Lotus Herbals' market share and competitive positioning.

Trade Visibility & Execution:-

• Ensure effective execution of merchandising and visibility initiatives across retail outlets.
• Improve brand visibility and product availability at the point of sale.
• Monitor execution of promotional campaigns and trade schemes.
• Ensure compliance with company sales policies and processes. MIS & Reporting
• Prepare and review regional sales reports, forecasts, and business dashboards.
• Monitor primary vs. secondary sales and identify deviations. Maintain accurate sales forecasts and contribute to monthly/quarterly business planning.
• Provide regular updates to senior management on regional performance and key business challenges

Candidate Profile:-

• 11-17+ years of relevant experience in Sales / General Trade.
• Experience in FMCG / Beauty & Personal Care / Cosmetics / Consumer Goods would be preferred.
• Strong experience in General Trade and distributor-led business models.
• Proven experience in managing regional sales teams and distributor networks.
• Strong understanding of the West Indian market.
• Good understanding of sales planning, distribution, merchandising, and market expansion.
• Strong analytical, negotiation, communication, and leadership skills.
• Willingness to travel extensively across the assigned region.

Preferred Market Experience:-

• Candidates with strong experience across Maharashtra, Gujarat, Goa, Madhya Pradesh and other West/Central markets will be preferred, depending on final territory mapping.

Role Details

• Location: Mumbai Regional Headquarters