Job Description

Job Title:	RSM
Reporting to:	NSM
Function:	General Trade
Division:	Nykaa Distribution
Grade:	3A
Designation:	Regional Sales Manager
Location:	East India – UP & Bihar
Desired years of experience:	Min 8 - 10 years

Role Overview

The Regional Sales Manager (RSM) will be responsible for driving strategic business growth, market expansion, and sales excellence across the assigned region for Superstore by Nykaa. The role will lead a team of Area Sales Managers (ASMs) and Business Development Executives (BDEs), ensuring achievement of revenue, retailer growth, retention, and engagement objectives. The RSM will develop regional sales strategies, drive execution excellence, strengthen key retailer relationships, and collaborate with cross-functional teams to accelerate platform adoption and regional business performance.

Key Responsibilities

1. Regional Business Strategy & Growth

• Develop and execute regional growth strategies aligned with overall business objectives.
• Own regional revenue, active buyer, retailer retention, and market penetration targets.
• Identify high - potential markets, retailer clusters, and expansion opportunities to drive sustainable growth.
• Analyze market trends, retailer behavior, category performance, and competitive activity to inform business decisions.
• Drive strategic initiatives to improve retailer acquisition efficiency, order frequency, and average order value (AOV).

2. Sales Leadership & Team Development

• Lead, coach, and develop a team of Area Sales Managers (ASMs), ensuring strong field execution and performance management.
• Build a high - performance sales culture focused on accountability, customer centricity, and business outcomes.
• Establish regional KPIs, monitor performance dashboards, and drive corrective actions where required.
• Drive capability - building initiatives, sales training programs, and leadership development across the sales organization.
• Support talent acquisition, succession planning, and team capability enhancement within the region.

3. Market Expansion & Retailer Growth

• Define regional expansion plans to increase retailer coverage and platform adoption.
• Drive penetration in existing markets while identifying opportunities in under-served geographies.
• Build relationships with key retailers and high - value accounts to drive long - term business growth.
• Ensure successful execution of strategic campaigns, category expansion initiatives, and new business programs.
• Leverage market insights to influence assortment, pricing, and retailer engagement strategies.

4. Retailer Success & Customer Experience

• Drive retailer retention and engagement strategies to maximize lifetime value and platform loyalty.
• Monitor retailer health metrics and implement interventions to improve activation, repeat purchases, and engagement.
• Partner with internal teams to address systemic challenges impacting retailer experience.
• Gather customer insights and market feedback to support product, category, and operational improvements.

5. Business Performance & Operational Excellence

• Drive rigorous performance management through structured business reviews and sales analytics.
• Monitor regional productivity, coverage effectiveness, conversion rates, and business health metrics.
• Ensure effective implementation of sales processes, operating rhythms, and organizational priorities.
• Use data - driven insights to identify growth opportunities and optimize resource allocation.

6. Cross - Functional Stakeholder Management

• Collaborate with Category, Marketing, Product, Operations, Supply Chain, and Finance teams to drive regional business objectives.
• Champion regional business requirements and customer insights within the organization.
• Lead execution of strategic business initiatives and organizational priorities across the region.
• Influence decision - making through market intelligence, business analytics, and retailer feedback.

7. Forecasting, Planning & Governance

• Own regional forecasting, target setting, and business planning processes.
• Conduct monthly and quarterly business reviews to track performance against goals.
• Identify business risks and develop mitigation plans to ensure target achievement.
• Present regional performance updates, growth opportunities, and strategic recommendations to senior leadership.
• Ensure accurate reporting and governance across all regional business metrics.

Key Success Metrics

• Regional Revenue Achievement
• Active Retailer Growth
• Retailer Retention & Reactivation
• Market Penetration
• Order Frequency Growth
• Average Order Value (AOV)
• Team Productivity & ASM Performance
• Strategic Initiative Execution
• Regional Business Health Metrics

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