Regional Sales Manager

Key Responsibilities 1. Regional Sales Management Own and achieve the sales target for the assigned region. Prepare monthly, quarterly and annual sales plans and ensure execution. Drive sales of Target Publications all kind of books and other educational products. Identify new business opportunities and develop new markets/customers. Monitor region-wise, product-wise and customer-wise sales performance. Ensure effective execution of company schemes, campaigns and new product launches. 2. Team Management & Leadership Manage, guide and motivate the sales team in the assigned region. Achieve individual targets for team members. Conduct regular review meetings and field performance reviews. Accompany team members on field visits and provide coaching. Monitor productivity, customer coverage, order generation and collection performance. Identify performance gaps and implement corrective action. Support recruitment, onboarding and training of new team members. 3. Distributor & Retailer Management Develop and maintain strong relationships with distributors, retailers and key bookstores. Monitor distributor purchases, stock, secondary sales and outstanding payments. Develop new distributors/retailers wherever required. Track market feedback, competitor activities and product demand. 4. Institutional & Coaching Business Develop relationships with schools, colleges, coaching institutes. Generate institutional and bulk orders. Identify opportunities for customized products and academic partnerships. Support the team in acquiring high-value customers and strategic accounts. 5. Sales MIS & CRM Discipline Ensure timely and accurate reporting of sales activities, orders and customer visits. Maintain discipline in Field Sales applications. Review daily/weekly sales reports and take corrective action. Track OIS, billing, collections, order conversion and lost orders. Analyse sales data to identify growth opportunities and problem areas. 6. Market Intelligence Track competitor products, pricing, schemes and market activities. Provide regular market feedback to the management. Identify emerging markets, customer segments and business opportunities. Monitor changes in curriculum, examination patterns and customer requirements. 7. Collections & Business Controls Ensure timely collection of outstanding payments. Monitor customer credit limits and payment terms. Minimise overdue/outstanding amounts. Ensure compliance with company policies, commercial terms and approval processes.