Bajaj Electricals - Zonal Head - Trade Sales - West

Zonal Head - Trade Sales- West

REPORTING TO Head - Trade Sales

TYPE OF ROLE People Management Role

LOCATION Respective Zonal Offices

BU/ DIVISION Consumer Products- Trade Sales

JOB PURPOSE The Zonal Head is responsible for setting strategies and driving performance across multiple states in a specific Zone. They act as the bridge between corporate leadership and state-level execution.

KEY RESPONSIBILITIES:

Business:

- Secondary Sales Ownership: Drive zonal level secondary sales targets and monitor their achievement through sales teams.

- Primary Sales Ownership: Drive primary sales targets across states, ensuring efficient stock movement from company to distributors

- Primary/Secondayr Phasing/Billing Efficiency: Deliver Weekly phasing plans and ensure smooth, efficient billing at zonal levels.

- NPD Commercialization & Premiumization: Delivery NPD commercialization & premiumization targets.

- Zonal EBIT Focus: Zonal head to drive EBIT through product mix and channel mix optimization

- Forecast

- Forecasting and Planning: Lead zonal level demand forecasting to support inventory planning.

GTM:

- Channel Management: Design and oversee channel strategies to ensure seamless distribution across states.

- Evaluate channel partner performance and optimize channel structures.

- GTM Strategy Rollout: Develop and roll out the GTM strategy across the zone.

- Align & download to state heads and ensure consistent execution.

- Distributor Infrastructure Development: Guide and evaluate distributor onboarding, expansion, and optimization strategies.

- Oversee distributor profitability across the zone, ensuring healthy ROI and smooth working capital.

- Ensuring timely collection of channel finance and BEL outstanding for zone

- Inventory Management: Ensure optimal inventory levels at zonal warehouses and distributor locations.

People:

- People Development: Build leadership pipelines by mentoring state heads and fostering cross-functional collaboration.

- Building Sales Capability: Implement training programs for state and regional teams to improve performance.

- Recruitment & Handholding: Support the recruitment of teams and mentor them during onboarding.

In market:

- Market Intelligence: Analyse competitive landscapes and identify opportunities across states for strategic action.

- Anticipate market trends and have plans to address the same

- Liaisoning with Cross functional Teams: Liasoning with cross functional teams (Marketing, Logistics, Supply Chain, Service, HR) regularly

- Scheme Optimization & Loyalty Management: Approve and oversee BTL marketing efforts and retailer loyalty programs.

- Process Efficiency Improvement: Introduce and monitor process improvement initiatives to enhance productivity.

- Driving Weighted & Numeric Distribution: Push for improved numeric and weighted distribution metrics across all regions.

- Increasing Category-Level Market Share: Develop strategies to grow market share for core and emerging categories.

- Sales IT Execution: Adoption and use of sales IT tools across the zone.

Projects:

- Strategic Initiatives/Projects: Lead strategic zonal projects, aligning with corporate goals.

EDUCATIONAL QUALIFICATIONS:

- Graduation (any)

- PGDM/ MBA (Sales & Marketing)

WORK EXPERIENCE

- 15-20 years of experience preferably in FMCD /FMCG/ Consumer durables

- At least 7-10 years of experience in a team leading role

- Should have experience in B2C Sales & Marketing

NO OF REPORTEES

State Heads, Regional Customer Marketing Manager, Regional Sales Development Manager, Regional Training Manager & Sales Coordinator

INTERNAL / EXTERNAL INTERFACE

- Supply Chain

- Customer Service

- Logistics/warehouse

- Product Marketing Manager

- Advertising & Brand Management (ABM)

- Channel Partners

- Regional Commercial Managers