Regional Sales Manager- Sales & BD (NORTH)

Role Purpose-

The Regional Sales Head is responsible for driving regional business growth, sales governance, and people capability across multiple areas. The role ensures consistent execution of sales strategy, strong product mix, disciplined pricing, and customer satisfaction—while building a high-performing sales leadership bench. This role acts as the bridge between zonal strategy and area-level execution, with strong accountability for both results and talent development.

Role Descripton- Sales Revenue & Customer Handling, Collection & New Business Development.

Role Responsibilities-

1. Regional Sales Performance- Own and deliver regional sales targets across value, volume, and product mix; drive growth in core and value-added products; identify growth opportunities and risk areas; ensure pricing discipline,
2. Leadership & People Management- Lead and develop Area Sales Managers; drive performance reviews, coaching, and capability building; build succession pipeline for zonal roles,
3. Customer & Market Governance- Manage key regional customers; handle escalations; strengthen customer retention and regional brand presence,
4. Sales–Operations Alignment- Partner with Regional Operations Heads to ensure service levels, delivery commitments, and resolution of supply/dispatch constraints,
5. Scheme & Commercial Governance- Approve and monitor regional schemes; ensure compliance and effectiveness; oversee receivables health,
6. Collection & New Business Development- Responsible for Collection & New business development – New geographies & evaluating the new product development need,
7. Financial & Cost Governance- Manage regional sales budgets including schemes, manpower, travel, and delivery expenses,
8. Review, Reporting & Strategy Input- Review dashboards and action plans; provide market & competitor insights; support zonal planning, depot expansion/relocation assessments, and annual business reviews.

KPIs-

1. % achievement vs sales targets (value & volume)

2. Product mix improvement

3. Pricing deviations / approvals

4. Regional growth vs LY

5.ASM performance outcomes

6. Internal promotions/readiness

7. Coaching & review cadence

8. Attrition rate

9. Key account retention

10. Escalation resolution TAT

11. Customer satisfaction feedback

12. Order fulfilment efficiency

13. Sales lost due to ops constraints

14. Scheme ROI

15. Compliance adherence

16. Debtor days / collections

17. Value at Risk (VAR)

18. Responsible for Timely realization of the credit from the market

19.Responsible for expanding customer base in designated territories for different product lines like Glass, Adhesives & Wiper

20. Conceptualization of the business promotion & brand building activities and its implementation

21. Regional Budget – Sales, Scheme, Manpower cost, travel & delivery expense

22. Cost-to-sales ratio

23. Responsible for VAR (value at risk), collection -debtor days

24. Quality & timeliness of reviews

25. Strategic inputs adopted

26. Depot expansion feasibility outcomes

Role Requirement-

1. 15-18 years of total experience
2. Any Graduate + MBA- Marketing (must have)
3. Core expertise- Team management (min. 8-10 - team members), Sales planning & review, BD & strong channel management, Depot handling, Sales data Analystics, MS.office, open to travel