Regional Sales Manager

Purpose:

The Regional Sales Manager is responsible for overseeing and leading sales operations within a designated geographic region. Developing and executing sales strategies, managing a sales team, meeting regional sales goals, and building strong relationships with partners and customers. The RSM acts as a key player in driving growth and ensuring the alignment of regional sales efforts with the company's overall objectives.

Main responsibilities:

1. Business: Ensure the achievement of assigned business objectives through better coverage, distribution and availability of the company's products
2. Organization: Coash and manage a high-performing sales team.

Activities Details:

1. Key responsibilities

• Ensure the region meets or exceeds sales out targets.
• Develop strategies to optimize sales out performance.
• Ensure distribution costs in line with communicated objectives.
• Train, and mentor a team of sales representatives
• Motivate and guide the team to achieve their individual and collective goals
• Conduct performance evaluations of sales supervisors and field managers, and provide constructive feedback
• Build and maintain strong relationships with distributors, key customers and stakeholders
• Deal with distributor complaints and enhance customer satisfaction.
• Maintain synergy between distributor / Henkel teams
• Address customer concerns and ensure high levels of satisfaction
• Monitor market trends, competitor activities, and customer needs
• Ensure consistent execution of merchandising activities across all outlets in the region
• Supervise sales representatives, merchandisers team members responsible for in-store visibility activities
• Ensure that promotional materials, fixtures, and displays are properly installed and maintained.
• Provide feedback from the field to improve product offerings or address operational challenges
• Provide regular sales reports and forecasts to senior management
• Communicate corporate objectives to the regional sales team effectively.
• Achievement of assigned route to market KPIs: (Visit Rate % - Success Rate % -On Shelf Availability (OSA) -Drop Size and # SKU per invoice.
• Implement and monitor trade marketing activities (promotions, visibility, loyalty programs, events) by channel (Details & wholesale).
• Maintain a permanent presence in the sector, to understand customer needs and market trends.
• Ensure that monthly schedules are drawn up and adhered to by teams (Supervisors & Fields).
• Analyze and evaluate achievements Vs objectives and implement corrective actions.
• Implement RTM projects in collaboration with the RTM team.
• Confidentiality and compliance with Henkel Group procedures.

Specific skills:

1. Sales and Business Acumen:

• Strong understanding of sales principles, techniques, and tools.
• Ability to analyze sales data, forecasts, and KPIs to make informed decisions.
• Knowledge of market dynamics, customer needs, and competitive strategies.

1. Leadership Skills:

• Proven ability to inspire, mentor, and manage a sales team.
• Experience in conflict resolution and team building.
• Capability to delegate tasks effectively while maintaining oversight

1. Strategic Thinking :

• Ability to develop long-term sales strategies and adapt to market changes.
• Competency in identifying opportunities for growth and mitigating risks

1. Analytical and Problem-solving Skills:

• Proficient in analyzing data to identify trends and actionable insights.
• Decision-making capabilities in high-pressure or uncertain situations

1. Results-Driven

• High energy and focus on achieving and exceeding sales targets.

• Determination to pursue goals even in challenging circumstance