Job Position - Zonal Sales Manager - UP & MP
Purpose: The ZSM achieves and exceeds value and volume sales & market share objectives in their zones through effective distribution, timely network investment and by efficiently and effectively managing their field force.
Key Accountabilities
Sales & Growth Delivery -
- Achieve net sales target and market share
- Business forecasting, projecting and driving desired results
- Identifying opportunities to build business
Distribution Expansion & Channel Development -
- Ensure stable distributor network both in Urban and Non-Urban markets
- Set, Monitor and ensure achievement of brand wise, area wise distribution targets.
- Ensure proper identification, activation and management of wholesale and SS channel to improve indirect coverage
- Drive efficiencies on ground through right training of the team
Trade Marketing Execution -
- Develop innovative plans to activate markets basis local knowledge and share with HO in a timely manner
- Ensure high-impact execution of trade schemes (visibility, POSM, retailer adoption)
- Maximize ROI and budget utilization on trade promotions
Market Intelligence & Competition Tracking -
- Generate actionable market insights
- Drive timely interventions aligned with market dynamics
Team Leadership & Capability Building -
- Coach, mentor and motivate field force to ensure performance maximization
- Ensure timely alignment of team on all initiatives and plans of the company
- Talent management and creating talent roadmap
Internal & External Stakeholders
Internal : Customer Marketing Team – HO & Region, Supply Chain Team - HO
External : Distributors, Retailers, ISRs, Depot / CFA
Technical Skills :
- Strong expertise in sales & distribution channel management
- Solid understanding of P&L, trade spends, and ROI modeling
- Skilled in sales data analysis with actionable insight generation
- In-depth knowledge of regional market dynamics, consumer behavior & competition
- Proficient in distributor management and GTM strategy execution
- Experienced in sales automation tools (DMS/SFA)
- Working knowledge of marketing initiatives
- Strong analytical and problem-solving skills
Behavioral Skills (e.g. Leadership & Delegations, Sales Orientation, Goal & Result Orientation)
- Effective communicator
- High ownership mindset with entrepreneurial drive
- Strong planning, execution, and multitasking abilities
- Result-oriented with a sharp sales and customer focus
- Advanced negotiation and relationship-building skills
- Proven leadership in managing large, diverse frontline teams
- Agile decision-maker in dynamic field scenarios
- Ability to influence cross-functional teams and navigate ambiguity
Qualifications
- MBA from premier Institute with 8-12 years of experience in Sales & Trade Marketing
- Must have experienced Team handling and Leadership role
- Experience of working in east region of India will be an added advantage
