Regional Sales Manager (FMCG / Personal Care)

Mô tả Công việc
Job Purpose
The Regional Sales Manager (RSM) is a strategic business leader accountable for driving profitable revenue growth, market share expansion, and distribution excellence across the North & Central region. Acting as a key extension of the Strategic Project Manager, the RSM translates company-wide commercial strategy into actionable regional business plans, owns the region's sales P&L, and builds a high-performing, future-ready sales organization that sustains long-term competitive advantage in the assigned markets.
Key Responsibilities
1. Strategic Sales Planning & Business Growth
Co-create and own execution of the regional go-to-market strategy, translating national commercial objectives into region-specific plans, targets, and resource allocation, in close alignment with the project team and management team
Own quarterly and annual regional revenue forecasting and P&L performance, ensuring targets are met through disciplined planning, tracking, and timely course correction.
Conduct ongoing market, competitive landscape, and consumer/shopper analysis to identify white-space opportunities, emerging channels, and category growth levers.
Anticipate market risks - competitive activity, channel shifts, economic factors - and proactively design mitigation plans and corrective actions.
Shape product, pricing, and go-to-market recommendations that strengthen customer satisfaction, market penetration, and brand equity across the region.
2. Sales Team Leadership & Organizational Capability
Build, lead, and inspire a high-performance regional sales team aligned to a clear vision, growth targets, and accountability culture.
Design and deliver structured coaching, field training, and performance-review routines that raise execution capability and close skill gaps.
Own regional talent strategy - identifying workforce and recruitment needs, leading selection and onboarding, and building succession pipelines for key roles.
Foster a culture of ownership, agility, and continuous improvement across the sales organization.
3. Distributor, Channel & Market Development
Serve as the primary strategic partner and relationship owner for distributors (DTRs), key partners, and suppliers within the region.
Co-develop joint business plans with distributors to maximize revenue growth and unlock the full potential of distributors and retail outlets across the region.
Translate market feedback and customer insights into actionable input for long-term distribution strategy, channel investment, and route-to-market design.
Strengthen distributor capability and governance to ensure sustainable, scalable regional growth.
Key Performance Indicators (KPIs)
Regional revenue growth vs. target and prior-year performance
Market share and category penetration across North & Central region
Distributor / trade spend ROI and budget efficiency
Forecast accuracy of regional revenue planning
Sales team performance: quota attainment, capability development, and retention
Distributor coverage, outlet productivity, and execution compliance