Position Title:  Region Manager- West & East

To lead the regional business of PMI India’s sales strategy by owning the divisional P&L, driving market expansion, and ensuring regulatory compliance. The role is responsible for building a high-performing sales and trade marketing organization, strengthening route-to-market capabilities, and fostering strong stakeholder relationships to deliver sustainable business growth.
BUSINESS DIMENSIONS:
Volume: 11 bio (2025) to 18-20 bio (2028), Share of Market from 9% (2025) to 15% (2028)
Distribution (DSD) from 750k outlets (2025) to 1 mio (2028)
Increasing competitive intensity
Contracted outlets from 80k to 125k
RTM digitization- DTE roll out, new SFA roll out and other AI-related digitization

Business Strategy & P&L Management
Translate national strategy into regional growth plans. Own divisional P&L including revenue, margins, and working capital. Forecast volumes and design trade programs based on market trends.Trade Marketing & Brand Deployment
Localize national brand campaigns for regional relevance. Collaborate with central marketing on trade spends, incentive structures, and promotional calendars. Monitor brand salience and competitor activity.Sales & Distribution Leadership
Lead a large field sales force across urban, semi-urban, and rural markets including online-to-offline touchpoints, trade partner digitization, and Data -led field force tracking. Strengthen general trade, wholesale, and micro-distribution networks. Drive execution excellence and key sales KPIs.Regulatory & Compliance Oversight
Ensure full compliance with statutory and tobacco-control regulations (e.g., COTPA, GST). Act as the divisional face for liaison with local law enforcement, regulatory bodies, and municipal authorities. Promote ethical business practices in line with company code of conduct and CSR guidelines.Route to Market (RTM) Leadership
Manage and innovate selling models including distribution partners and B2B channels. Drive digital transformation in RTM and enhance partner performance governance.People Leadership & Development
Lead and develop a team of Regional Sales Managers, Trade Marketing Managers, and support staff. Drive capability building, engagement, and retention through structured programs.Stakeholder Collaboration
Collaborate with JV partner - GPI to co-create and execute divisional growth strategies. Maintain strong internal and external stakeholder relationships.Performance Monitoring & Governance
Establish performance metrics and governance frameworks to track execution, ensure accountability, and continuously improve divisional performance.Requirements : 12–15 years of progressive experience in Sales, Trade Marketing, or General Management roles.
Proven track record of leading large teams and managing P&L in FMCG, Tobacco, or similar regulated industries.
Experience in managing multi-channel distribution and navigating complex regulatory environments.Skills Required : Strategic Thinking & Business Acumen
Sales & Distribution Management
Regulatory Compliance & Risk Management
People Leadership & Team Development
Stakeholder Management & Collaboration
Data-Driven Decision Making
Innovation in Route-to-Market Models
Execution Excellence & Performance Governance