Lotte India - Zonal/Regional Sales Manager

Position: Zonal/ Regional Sales Manager

Location: South Zone 2 (Andhra Pradesh & Telangana)

Head Quarter: Hyderabad

Job Type: Permanent

Job Description:

- The Zonal Sales Manager is responsible for driving sales growth, market expansion, and profitability across the assigned zone for the confectionery business.

- The role involves leading regional sales teams, strengthening distribution networks, and executing trade and brand strategies in line with company objectives.

- 8-15 years of FMCG sales experience, with at least 3-5 years in a leadership role

- Graduate degree (MBA/PGDM in Sales & Marketing preferred).

Key/ Top Skills:

- Strong expertise in FMCG sales operations, especially confectionery / impulse categories.

- Proven ability in secondary sales growth, volume & value targets.

- Deep understanding of GT, MT, and Institutional channels.

- Expertise in trade promotions, schemes, and discount management.

- Strong pricing, margin, and profitability management.

- Distributor appointment, management, and performance optimization.

- Expansion of numeric & weighted distribution.

- Strong understanding of beat planning, outlet segmentation, and route productivity.

- Experience managing seasonality and demand spikes (festivals, summer peaks).

- Ability to lead, coach, and develop Area Sales Managers / Sales Officers.

- Strong capability in performance management, target setting, and reviews.

- High level of cross-functional coordination (Marketing, Supply Chain, Finance).

- Strong data analysis skills using sales dashboards, MIS, and market reports.

- Forecasting, budgeting, and annual operating plan (AOP) execution.

- Ability to identify market gaps and convert insights into action plans.

- Strong focus on in-store visibility, merchandising, and POS execution.

- Ability to drive new product launches and market activations.

- Ensures strict adherence to company policies and compliance standards.

Responsibilities:

- Drive primary and secondary sales to achieve zonal volume, value, and distribution targets.

- Develop and execute zonal sales strategies aligned with annual business plans.

- Manage and mentor regional sales teams, ensuring high performance and engagement.

- Strengthen distributor relationships and ensure optimal stock availability and market coverage.

- Ensure effective execution of trade marketing initiatives, promotions, and visibility programs.

- Monitor market trends, competitor activities, and consumer behaviour.

- Collaborate with marketing teams on new product launches and campaigns.

- Control budgets, schemes, and expenses to ensure profitability.

- Review performance through regular MIS, field visits, and review meetings.

- Ensure compliance with company policies, ethical standards, and safety norms.