Regional Sales Manager (FMCG)

KUSI Consulting is a global HR management firm leveraging technology to help businesses of all sizes meet workforce and human capital development needs. Our client, a reputable firm in the FMCG industry is seeking a Regional Sales Manager who will be responsible for driving profitable sales growth, market share expansion, distributor management, and excellence across the assigned region. The role involves leading and developing the regional sales team, ensuring effective route-to-market execution, strengthening customer relationships, and achieving sales, distribution, and collection targets.

Role Description and Responsibilities

Sales Growth & Business Delivery

• Deliver regional sales volume, value, and profitability targets.
• Develop and execute sales strategies aligned with company objectives.
• Drive market penetration and increase product availability across the region.
• Monitor sales performance and implement corrective actions where required.
• Achieve monthly, quarterly, and annual sales objectives.

Distributor Management

• Manage distributor relationships to ensure achievement of agreed business targets.
• Monitor distributor investments, stock levels, and working capital requirements.
• Conduct regular business reviews with distributors.
• Ensure effective coverage of all key trade channels and outlets.

Team Leadership & Capability Building

• Lead, coach, and develop Territory Sales Managers, Field Sales Executives, and other Distributor personnel from time to time.
• Conduct regular field coaching and performance reviews.
• Build a high-performance, execution-focused sales culture.
• Identify capability gaps and implement development plans.

Route-to-Market & Execution Excellence

• Ensure effective deployment of sales resources and territory coverage.
• Monitor distribution, visibility, merchandising, and activation activities.
• Improve outlet productivity and sales force effectiveness.
• Ensure compliance with sales processes and reporting standards.

Market Development

• Identify business growth opportunities within the region.
• Gather market intelligence on competitors, pricing, consumer trends, and trade activities.
• Recommend initiatives to improve market share and brand performance.
• Support the launch and expansion of new products.

Financial & Commercial Management

• Manage regional sales budgets effectively.
• Drive collections and reduce overdue receivables.
• Monitor trade spending and ensure return on investment.
• Ensure achievement of working capital and credit management targets.

Stakeholder Management

• Build strong relationships with key customers, distributors, wholesalers, and retailers.
• Collaborate with Marketing, Supply Chain, Finance, and HR teams to achieve business objectives.
• Represent the company in relevant trade and industry engagements.

Working Experience and Education Requirements:

• Bachelor’s degree in business administration, Marketing, Sales, Economics, or related discipline.
• MBA or relevant postgraduate qualifications are an advantage.
• Minimum 7-10 years of sales experience within FMCG, with at least 3 years in a regional management role.
• Proven track record of delivering sales growth and leading high-performing teams.
• Strong experience in distributor management and route-to-market execution.

Knowledge, Skills, and Abilities:

Technical Competencies

• Sales Management
• Distributor Development
• Route-to-Market Strategy
• Trade Marketing Execution
• Business Planning & Forecasting
• Commercial Acumen
• Data Analysis and Reporting
• Leadership Competencies
• People Management
• Coaching and Development
• Results Orientation
• Strategic Thinking
• Decision Making
• Negotiation and Influencing Skills

Stakeholder Management

• Key Attributes
• Highly driven and results-oriented.
• Strong leadership presence.
• Excellent communication and presentation skills.
• Analytical and problem-solving mindset.
• Ability to work under pressure and deliver challenging targets.
• Willingness to travel extensively within the assigned region.

Salary: Competitive according to  industry standards

APPLICATION MODE:

Please email your CV & Cover Letter to us at jobs@kusiconsulting.com with the subject “Regional Sales Manager”. Please ensure that your CV demonstrates how your experience, skills, and abilities meet the selection criteria set out above. We will ONLY contact candidates who meet our criteria for the above role description.