Zonal Sales Manager

KEY RESPONSIBILITIES

Business Development and Strategy

Develop and implement the sales strategy strategic objectives policies initiatives and plans for the zone

Supervise the creation of the annual budget for the zone and ensure alignment with strategic objectives

Establish performance objectives for the zone and ensure their effective delivery

Incorporate industry practices and emerging trends in product launches sales training and infrastructure development activities

Develop engagement and channel strategies based on customer preferences market trends and competitor activities

Create credit policy framework to ensure standard credit limits across regions and monitor its implementation

Support in business development by evaluating growth opportunities such as new products geographic expansion and acquisitions

Cascade the zonal targets into area targets by providing direction and support to Area Sales Manager

Sales Management

Ensure regular meetings with key accounts distributors and partners

Conduct periodic review meetings with the team and provide updates to Head General Trade

Oversee resource management including sales reviews stock forecasting and distribution claims management

Communicate performance updates strategic initiatives and business projections to key stakeholders

Oversee product market and beat-wise analysis conducted by the team and guide them to enhance sales performance

Facilitate demand forecast by utilizing sales and operations planning tools including Sales and Operations Planning (S&OP) and Sales Force Automation (SFA)

Manage regular contacts and visits to company distribution centres

Plan and track new product launches and sales promotion activities

Enhance on-job effectiveness of Area Sales Managers

Enhance process efficiency through sales force automation and sales capability development

Drive the use of different tools like dashboards to develop actionable insights

Monitor sales activities by conducting regular reviews and taking corrective actions

Supply Chain Management

Appoint stockists based on USVs policies and practices

Monitor and analyse market dynamics of supply chain to develop competitive intelligence strategies

Perform audits on clearing and forwarding processes to verify discounts and validate random credit notes in the field

Oversee the operations of the clearing and forwarding agent including stock monitoring billing and collections to ensure effective inventory planning and control for immediate order fulfilment and to prevent overstocking

Monitor strategies to enhance distribution reach and effective new product introductions through Go to Market

Oversee complete channel distribution network across the entire zone ensuring smooth and effective operations

Oversee tour plans conversion reports and documentation as per compliance norms and timelines

Stakeholder Engagement

Coordinate with cross-functional teams such as Marketing Finance and Supply Chain to execute sales and ensure organisational objectives are met

Collaborate to expand distribution network and monitor retailing and merchandising activities

Build relationships with local distribution partners to support their business and gradually enhance infrastructure parameters

People and Culture

Promote and embody the USV Credo

Cultivate a positive and inclusive team culture that encourages collaboration and transparent communication

Guide the development of the functions workforce and recruitment plans

Foster a culture of meritocracy through periodic performance reviews of direct and indirect reportees providing constructive feedback and recognition

Oversee regular training to ensure the team has the latest knowledge and skills to excel and drive the organisation forward

Identify high-potential candidates in consultation with the Head General Trade and groom them to take up the next role

Guide reportees on operational financial and people matters offering advice to overcome challenges optimise performance to achieve sales

STAKEHOLDER INTERACTION

Type of Interaction: Internal

Interaction with: General Trade Head Zonal Sales Manager Area Sales Manager Business Head Marketing Team

Nature of Interaction: Effective communication in connection with instructions requests or normal work tasks motivating the team handling escalations

Type of Interaction: External

Interaction with: Customers /CFAs / Stockist /Retail Stores/ Channel Partners

Nature of Interaction: Basic explanation of products or services to customers or clients and communication around escalated or difficult queries with customers or clients

JOB REQUIREMENTS

Professional Experience and Relevant Skills

Minimum of 10-12 years of overall experience with at least 5-8 years in General Trade and FMCG sales

Must possess relevant functional and process knowledge including expertise in regulatory aspects and the use of tools like ICEF along with a keen awareness of advancements in their area of work

Must demonstrate strong leadership strategic planning and decision-making skills essential with a proven track record in leading sales teams and achieving targets

Academic Qualifications & Certifications

Educational Qualification: Bachelors Degree in Business Marketing or a related field with a preference for a Master of Business Administration in Sales and Marketing from a premier Business School

Required Experience:

Director