Zonal Sales Manager - FMCG

Job Title: Zonal Sales Manager - FMCG

Location: Chennai

Job Type: Full-Time

Reports To: National Sales Manager

Job Summary:

The Zonal Sales Manager (ZSM) is responsible for managing and leading the sales operations within a designated zone. This role involves overseeing a team of Area Sales Managers (ASMs) and Sales Executives to achieve sales targets, expand market share, and ensure the effective execution of sales strategies. The ZSM is also responsible for developing and maintaining strong relationships with key distributors, retailers, and other stakeholders to drive business growth in the assigned zone.

Key Responsibilities:

Sales Strategy and Execution:

- Develop and implement sales strategies and plans to achieve or exceed sales targets in the zone.

- Analyze market trends, consumer behavior, and competitor activity to identify opportunities for growth.

- Ensure effective execution of sales strategies at the ground level through the sales team.

Team Management:

- Lead, coach, and motivate a team of Area Sales Managers and Sales Executives to achieve sales objectives.

- Conduct regular performance reviews and provide ongoing training and development to enhance the team's effectiveness.

- Foster a positive and high-performance culture within the sales team.

Distributor and Retailer Management:

- Build and maintain strong relationships with key distributors and retailers to ensure effective distribution and availability of products.

- Monitor distributor performance and ensure adherence to company policies and guidelines.

- Identify and onboard new distributors and retailers to expand market coverage.

Market Expansion and Business Development:

- Identify new market opportunities within the zone and develop plans to capitalize on them.

- Drive market expansion initiatives, including the launch of new products and entry into new territories.

- Collaborate with the marketing team to execute promotional activities and campaigns.

Reporting and Analysis:

- Monitor sales performance, track key metrics, and prepare regular reports for senior management.

- Analyze sales data to identify trends, challenges, and areas for improvement.

- Provide actionable insights and recommendations to optimize sales performance.

Budget Management:

- Manage the sales budget for the zone, ensuring effective allocation and utilization of resources.

- Monitor expenses and ensure they are within the approved budget.

Compliance and Ethics:

- Ensure all sales activities comply with company policies, industry regulations, and ethical standards.

- Promote a culture of integrity and ethical behavior within the sales team.

Qualifications:

Education: Bachelor's degree in Business Administration, Marketing, or a related field. MBA is preferred.

Experience:

- Minimum of 7-10 years of experience in sales within the FMCG sector, with at least 3-5 years in a managerial role.

- Proven track record of achieving sales targets and driving business growth.

- Experience in managing and leading a sales team.

Skills:

Strong leadership and team management skills.

Excellent communication and interpersonal skills.

Ability to analyze data and make data-driven decisions.

Good understanding of the FMCG market and consumer behavior.

Strong negotiation and relationship-building skills.

Proficiency in MS Office, particularly Excel and PowerPoint.

Key Competencies:

- Results-oriented with a strong focus on achieving targets.

- Strategic thinking and problem-solving abilities.

- Ability to work under pressure and handle multiple priorities.

- Adaptability and flexibility to work in a dynamic environment.

Travel Requirements:

- Willingness to travel extensively within the zone as required.

Compensation:

- Competitive salary with performance-based incentives.