Regional Sales Manager (Key Accounts – On-Trade)

Cartel Bros Private Limited

Website: cartelbros.in
Job details:

The Regional Sales Manager (RSM) – Key Accounts (On-Trade) will be responsible for leading and driving sales performance across key on-trade accounts within the assigned region. This role involves managing a team of Key Account Managers, building strategic partnerships with premium outlets, ensuring strong brand visibility, and delivering revenue growth. The RSM will play a critical role in executing national strategies at the regional level while adapting to local market dynamics.

Responsibility Area

Regional Sales Strategy

Develop and execute regional sales plans aligned with national objectives. Drive revenue growth and market share across key on-trade accounts.

Team Management & Leadership

Lead, mentor, and manage a team of Key Account Managers. Set targets, monitor performance, and ensure capability development.

Key Account Development

Build and maintain relationships with top-tier accounts such as premium bars, hotels, and restaurants. Strengthen strategic partnerships.

Revenue & Target Achievement

Own regional sales targets, monitor achievement vs. plan, and implement corrective actions where required.

Listing & Expansion Strategy

Drive new account acquisition, negotiate listings, and expand presence in high-potential outlets across the region.

Trade Marketing & Activations

Collaborate with Marketing to execute regional activations, events, and brand experiences to enhance visibility and consumer engagement.

Distributor & Partner Management

Work closely with distributors to ensure stock availability, timely replenishment, and efficient supply chain operations.

Performance Analytics

Analyze sales data, outlet productivity, and ROI on activations. Identify growth opportunities and optimize channel performance.

Market Intelligence

Track competitor activity, pricing strategies, and outlet-level trends. Share actionable insights with leadership.

PJP & Coverage Efficiency

Ensure effective implementation of Planned Journey Plans (PJP) across the team. Monitor coverage, productivity, and execution quality.

Compliance & Reporting

Ensure adherence to company policies, state excise norms, and timely submission of reports and documentation.

Key Skills

• Strong leadership and team management capabilities
• Deep understanding of the on-trade (HORECA) ecosystem
• Excellent negotiation and stakeholder management skills
• Strategic thinking with strong execution orientation
• Strong commercial and analytical acumen
• Ability to manage distributors and multi-city operations
• Proficiency in MS Excel, PowerPoint, and CRM tools
• Willingness to travel extensively within the assigned region

Educational Qualification

• Bachelor’s degree in Marketing, Business Administration, or related field
• MBA preferred
• Certifications in Sales / Trade Marketing / Channel Management are a plus

Click on Apply to know more.