Job Description
Job Title: Zone Head – Modern Trade, Institutional Sales & HORECA
Department: Sales Location: Odisha
Role Purpose -
To lead and drive revenue growth across Modern Trade (MT), Institutional Sales, and HORECA (Hotels, Restaurants, Catering) channels within the assigned zone by developing strategic partnerships, optimizing distribution, and ensuring execution excellence.
Key Responsibilities
1. Business Growth & Strategy
· Develop and execute zonal sales strategies aligned with overall company objectives
· Drive topline and market share growth across MT, Institutional, and HORECA channels
· Identify new business opportunities and expansion areas within the zone
· Achieve sales targets, volume growth, and profitability metrics
2. Modern Trade Management
· Build and manage relationships with key national & regional modern trade accounts
· Negotiate annual business plans, trade margins, and promotional activities
· Ensure effective in-store execution, visibility, and product availability
· Monitor secondary sales, inventory, and replenishment cycles
3. Institutional Sales
· Drive sales through corporate clients, government institutions, and bulk buyers
· Manage tendering processes, contracts, and long-term agreements
· Develop customized offerings and pricing strategies for institutional clients
4. HORECA Channel Development
· Expand footprint in hotels, restaurants, and catering businesses
· Build strong relationships with chefs, procurement teams, and distributors
· Introduce relevant SKUs tailored for HORECA consumption
· Ensure consistent supply and service levels
5. Team Leadership
· Lead, mentor, and develop a high-performing zonal sales team
· Set KPIs, monitor performance, and conduct regular reviews
· Drive capability building and succession planning
6. Channel & Distribution Management
· Strengthen distributor network and ensure optimal coverage
· Manage channel conflicts and ensure alignment across segments
· Monitor stock levels, logistics, and supply chain efficiency
7. Financial & Commercial Management
· Manage budgets, trade spends, and ROI on promotions
· Ensure adherence to pricing policies and margin structures
· Monitor receivables and ensure timely collections
8. Market Intelligence & Reporting
· Track competitor activities, pricing, and market trends
· Provide insights and recommendations to senior management
· Maintain accurate sales forecasts and MIS reports
Education:
· Graduate in any discipline / MBA
Experience:
· 10+years of experience for Zone Head in FMCG sales, preferably in Modern Trade or HORECA channels.
CTC -: Negotiable ( as per the Market)
