Job Description:

Reporting To: Head - Trade Sales

Type of Role: People Management Role

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 region. They act as the bridge between corporate leadership and state-level execution.

Key Responsibilities:

Business:

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

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

- Primary Phasing/Billing Efficiency: Deliver Weekly phasing plans and ensure smooth, efficient primary 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, 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:

- 10-15 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:

- Regional Manager - Trade Sales, Sales Coordinator.

Internal / External Interface:

- SCM, Logistics/warehouse, Marketing, ABM, Channel Partners, RCMs.

Behavioral Competencies:

- Think Beyond, Put Consumer First, Collaborate to Win, Develop Talent, Be the Best, Be Agile.