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Job Position: Ice Creams - Regional Sales Manager - South2

Function: ICD

Reports to: General Manager

Scope: Regional

Location: Bangalore/ Chennai

Business Context and Main Purpose of the Job:

The main purpose of the role is to drive business performance of Unilever (Ice Cream) in the South (sales growth, execution metrics and market share). The position will have ASCMs reporting directly, managing distributors, outlets, indirect team members and manpower.

The Regional Sales Manager will also play crucial role in talent management and overall administration of the specific region and in the development of future leaders of Unilever

Main Accountabilities:

• Business Delivery: Growth, Quarter on quarter & Annual delivery as per plan, execution metrics of region.

• Coaching and development: Coach and Lead sales team (ASCMs, CSEs, CSOs) requiring special focus on training

• Region Category Plan: Leading the category operations planning, QGP and delivery. This requires strong understanding of categories coordinating plans with Customer Marketing and categories.'

• Leading SNOP process in the branch: Landing the QGP involves detailed working with SC team in branch in building right estimates and targets and ensuring that the key process gates are followed.

• Leading the Customer management actions: Including infrastructure review and set up, JBP, recruitment/termination of RS, CDT, and customer meets etc.

• Execution: Delivering top class execution of launches and more stores is a key agenda that requires planning, directing and tracking by the RSM.

• Market beating growth: working with categories and demand planning to create a plan for region growth

• Managing Performance: Problems arising out of lack of performance of direct reports / indirect reports. Identifying issues, correction, coaching and directing to improve performance.

• Managing Customer Issues: Issues arising out of mismanagement of customer, unexpected customer actions (bouncing, resignations, business issues, TTS). These issues at times need an experienced leader to manage, diffuse and resolve them.

• Managing Interface Issues: Problems arising out of interface issues with SC and categories need to be resolved by RSM

• Budgeting: Activity overruns and precise budgeting needs to be done

Critical Success Factors for the Job:

• MBA preferably in marketing, business administration, general management from Tier 1 institute.

• Experience in a highly analytical, result oriented environment (preferable FMCG)

• In depth understanding of retail and out of home landscape in India with prior interactions with sellers and distributors.

• Analytical skills and ability to manage the business by numbers

• Strong communication skills.

• Experienced in mentoring and managing team member.

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Job Category: Développement de la clientèle

Job Category: Ventas

Job Category: Customer Development

Job Type: Field Sales Manager_OOH

Industry: UnileverExperiencedProfessionals