Regional Sales Manager – Non-Exclusive Wholesale (Footwear)
Location: Kozhikode Head Office (with travel across the assigned region)
Reports to: National Sales Head / Head of Wholesale (or equivalent)
Business Segment: Non-Exclusive Wholesale Distribution of Footwear
Job Summary
The Regional Sales Manager will be responsible for driving sales growth, business development, and distribution excellence in the non-exclusive wholesale channel for the footwear portfolio. Operating from the Kozhikode Head Office, the role involves managing and expanding the wholesale network (distributors, wholesalers, multi-brand retailers, and institutional buyers), achieving revenue and profitability targets, building strong trade relationships, and executing company strategies to strengthen market presence in the assigned geography.
This is a high-impact commercial role focused on volume growth, distribution expansion, secondary sales, and long-term channel partnership development in a competitive footwear market.
Key Responsibilities
Sales & Revenue Achievement
- Own and deliver monthly, quarterly, and annual primary and secondary sales targets for the non-exclusive wholesale segment in the assigned region.
- Drive value and volume growth through effective planning, forecasting, and execution.
- Monitor sell-out performance, inventory levels at distributor points, and ensure healthy stock rotation and minimal aged inventory.
- Achieve and exceed contribution margin and profitability targets for the wholesale channel.
Business Development & Channel Expansion
- Identify, appoint, and onboard new non-exclusive distributors, wholesalers, and key multi-brand retail accounts in untapped or under-penetrated markets.
- Expand geographic coverage and deepen penetration in existing markets.
- Develop and execute territory-wise growth plans aligned with company objectives.
- Build and strengthen relationships with key wholesale partners to improve preference and share of business for the company’s footwear range.
Distribution & Trade Management
- Manage the existing non-exclusive wholesale network for performance, compliance, and growth.
- Ensure optimal distribution of the product range (styles, sizes, categories) across the network.
- Conduct regular market visits, joint working with distributors, and trade meetings.
- Resolve trade issues promptly (claims, schemes, logistics, quality feedback) while protecting company interests.
- Drive scheme implementation, promotional activities, and seasonal launches effectively in the wholesale channel.
Market Intelligence & Strategy Execution
- Gather and analyse competitor activities, pricing, schemes, and market trends in the footwear wholesale segment.
- Provide structured feedback to the Head Office on product gaps, pricing issues, and opportunities.
- Translate national strategies into regional action plans and ensure disciplined execution.
- Collaborate with merchandising, supply chain, and marketing teams for timely product availability and support materials.
Team & Stakeholder Management
- Guide and motivate sales executives / field staff (if any) reporting into the region.
- Coordinate closely with logistics, finance, and customer service teams for smooth order-to-delivery and collection cycles.
- Maintain accurate MIS, sales reports, and distributor performance dashboards.
- Ensure adherence to company policies, credit norms, and ethical business practices.
Collections & Working Capital
- Drive timely collections and maintain healthy outstanding levels within approved credit norms.
- Monitor and control credit exposure across the wholesale network.
Key Performance Indicators (KPIs)
- Primary and secondary sales achievement (value & volume)
- New distributor / market appointments and activation
- Distribution numeric & weighted coverage
- Secondary sales growth and sell-through
- Collection efficiency and outstanding days
- Market share / share of business with key partners
- Scheme ROI and promotional effectiveness
Qualifications & Experience
- Graduate in any discipline; MBA / PGDM in Marketing or Sales preferred.
- 6–10 years of progressive experience in sales, with at least 3–5 years in a managerial capacity handling wholesale / distribution channels.
- Strong preference for candidates with experience in footwear, apparel, fashion, or FMCG/consumer durables wholesale distribution.
- Proven track record of handling non-exclusive or multi-brand wholesale networks and achieving growth targets.
- Experience working from or managing South India markets (especially Kerala / neighbouring states) will be an advantage.
Skills & Competencies
- Strong commercial acumen and negotiation skills
- Excellent relationship-building and influencing ability with trade partners
- Analytical mindset with proficiency in sales forecasting, MIS, and data-driven decision making
- Result-oriented, self-driven, and capable of working with limited supervision
- Good communication skills in English and Malayalam (knowledge of Tamil/Hindi is a plus)
- Willingness to travel extensively within the region
- High integrity and professional ethics
Additional Information
- The role is based at the Kozhikode Head Office and requires regular field travel across the assigned territory.
- The position offers significant autonomy in managing the wholesale P&L for the region and high visibility within the organisation.
This Job Description outlines the primary duties and expectations. The company reserves the right to modify responsibilities based on business needs.
Pay: ₹20,000.00 - ₹50,000.00 per month
Benefits:
- Cell phone reimbursement
- Flexible schedule
- Health insurance
- Internet reimbursement
- Paid time off
Work Location: In person
