Zonal Sales Manager - FMCG

Position Purpose : 

- Purpose for coordination of sales & distribution activities in respective zones.

- Accountable for achieving sales & distribution objectives, team performance & development and controlling sales expenses. Drives sales strategy

Key Accountability : 

Strategic Accountability:

- Plan, create, direct and implement Sales strategies and programs to achieve (or exceed) set Sales objectives.

- Based on marketing reports and sales performance, revise strategies. This revision may be done on a monthly or quarterly basis.

- Regular meetings with key customers to understand their future plan, pain-points and to resolve issues.

- Support sales leaders in resolving day-to-day issues. He or she will be the point of contact to drive and implement these changes.

- Ensure that the team engages in active selling to ensure that up selling and cross selling of the products happen so as to improve market share

- Ensure that the new products introduced by the company are being effectively push into the market, Conduct channel partner evaluation.

Operations Accountability:

- Ensures that all sales team members meet or exceed all activity standards for face-to-face meetings, appointments and closes.

- Directs activities of the zonal team & field sales staff to ensure as per the business plans and policies. Establishes sales territories and their targets.

- Develops and strengthens relationships with strategic and top customers. Support/coach/train subordinates in developing/improving their relationship with customer or distributor.

- Prepare weekly sales and marketing reports for Sales Head

- Drive initiatives to improve accurate demand forecasting and be the lead stake-holder in the annual business planning as well as S&OP exercise

- Coaches and mentor area/ regional teams and enable them to be better mentors and coaches for their front line sales teams. Coach, train and support them in managing their task effectively.

- Conduct the recruitment of sales personnel in coordination with the VP - Sales.

- Ensure that regular follow ups are made for achieving targeted sales growth.

- Ensure that all compliance activities such as compliance to DMS reporting, Sales Force Automation etc are mandatory.

Essential Qualifications: 

- Bachelor's degree from an accredited University, MBA preferred from any field.

Required Experiences: 

- 15-20 years of experience in FMCG industry preferably food & beverage

- 5+ yrs of experience leading the sales and marketing function

- History of managing a large number of SKU's, product lines, geographies, market channels, and marketing activities

- Demonstrated success in developing and fostering relationships with distributors while sales numbers, superior performance and continuous improvement

- Prior experience in DMS and Sales Force Automation will be added advantage.

Competency Framework: 

- Productivity

- Plan attainment

- Gap identification.

- Getting Results.

- Analytical Thinking.

- Process Orientation.

- Auditing.

- Excel Knowledge.

- Business Case presentation.

Additional Personal Attributes: 

- Demonstrated expertise in sales, marketing and distribution channel management

- Skilled in organizational planning and development, people development and leadership

- Data/statistical analytical abilities and able to interpret and capitalize on market data.

Key Internal Relationships: 

- Logistics - Coordination with the logistics for dispatch

- Planning - Coordinate to ensure compliance towards the plan

- HR - Manpower requirements and planning

- Warehouse - Coordination with the logistics for dispatch

Key External Relationships: None