1) Profit Centre Operations and P&L Management

• Lead the sales team keeping a high level of motivation & feedback with a view to build an aggressive and motivated sales management team in the region
• Liaison with Manufacturing, Marketing and Finance to set sales goals and budgets to meet and exceed Sales revenue and profitability targets.
• Design, implement and manages sales forecasting, planning, and budgeting processes with high levels of accuracy and consistency
• Create a winning atmosphere by effectively communicating the sales strategy and vision to all branches throughout the sales channel

2) Regional Operations and leadership

• Oversee regional finance control for maximizing the profitability for region.
• Lead the general administration and MIS consolidation for weekly and monthly sales reports
• Liaise with state Government authorities, functionaries for all liquor regulations, permits, registrations and compliance on all issues concerning the spirits business in the region with a view to create an environment for achievement of company’s growth plans and business objectives.
• Liaise with manufacturing units and ensure that products reach territories concerned in time.

3) Market consolidation and Market Share

• Develop superior insight into competitors’ strategy – and dovetail the same with consumer insights and trends to strengthen customer engagement and loyalty
• Plan and implement strategies on product positioning, market penetration, new market development, channel segmentation, sales mix and pack sizes to augment business and exceed profit margins. Maintain strong position in the organized trade within the region.
• To effectively manage and strengthen the existing distribution and retail network to achieve volume and market share targets. Also, develop and execute long terms sales strategies for the company’s brands with a view to set & achieve sales strategies and quantitative sales targets in the region.

4) Contracts, Pricing and Trade terms

• Analyze price positions and recommends most appropriate pricing changes, assessing the impact on results in turn driving profitability. Work closely with HO to develop a robust plan to take a substantial price increase based on market analysis and dynamics
• Assesses trade terms structure and contract policies, proposes changes/ adjustments basis the local legal evolutions and commercial policies



5) Brand and product portfolio

• Provide input to marketing team based on observations and customer feedback, to optimize PR brands and products attractiveness
• Recommend adequate changes in the portfolio structure based on the performance assessment
• Effectively implement new product launches, campaigns, events and promotions in the retail market at a regional level optimizing target distribution reach
• Identify pilot markets for new products and eventually roll out in the entire region.
• Work closely with the corporate marketing teams and drive the Field Marketing activities in the region to promote brand building and manage Institutional sales business effectively.

6) Commercial Strategy and Planning

• Designs the commercial strategy in a complex environment (multiple channels, strong competitors, declining markets, trade terms…) and formalizes recommendations to management on commercial options
• Ensures the commercial strategy is in line with profitability objectives

7) People Management

• Strong focus on people leadership dimension. Nurture, Grow and Manage functional talent.
• Set and build the vision, direction and an innovative consumer facing culture in the team by managing individual and team performance expectations and goals
• Selecting the best talent and ensure the skill development of the team to build their capabilities. Develop and implement employee performance management programs and employee reviews.

- Bachelor or Master Degree in business administration or a related field
- Successful previous experience as a Regional Sales Manager consistently meeting or exceeding targets at FMCG / Beverage Background.
- Committed to continuous education through workshops, seminars and conferences
- Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
- Proven ability to drive the sales process from plan to close
- Strong business sense and industry expertise
- Advanced English Level
- Excellent mentoring, coaching and people management skills