Mamaearth - Zonal Sales Manager - General Trade

The Zonal Sales Manager (ZSM) - General Trade will be responsible for driving sales growth, distribution expansion, market share, and profitability across the West Region. The role involves leading a large sales team, strengthening distributor networks, ensuring execution excellence, and delivering business targets in the General Trade channel.

1. Sales & Revenue Growth:

- Deliver primary and secondary sales targets for the West Region.

- Drive volume growth, revenue targets, and market share gains.

- Monitor and analyze sales performance against KPIs and take corrective actions.

- Ensure achievement of monthly, quarterly, and annual business plans.

2. Distribution & Market Expansion:

- Expand numeric and weighted distribution across urban, semi-urban, and rural markets.

- Strengthen distributor network and appoint new distributors where required.

- Ensure effective territory coverage and beat planning.

- Drive outlet addition and penetration across key markets.

3. Team Leadership & Capability Building:

- Lead, coach, and mentor Area Sales Managers and frontline teams.

- Set clear performance objectives and conduct regular performance reviews.

- Identify capability gaps and conduct training interventions.

- Foster a high-performance and result-oriented culture.

4. Channel & Trade Management:

- Develop strong relationships with key distributors and trade partners.

- Ensure adherence to trade schemes, pricing, and company policies.

- Monitor credit control, receivables, and stock health.

- Manage trade promotions and ensure ROI-driven execution.

5. Execution Excellence:

- Ensure effective implementation of sales strategies, schemes, and product launches.

- Drive visibility initiatives and in-store execution standards.

- Conduct regular market visits to ensure ground-level alignment.

- Monitor competitor activities and recommend counter strategies.

6. Forecasting & Planning:

- Prepare demand forecasts and coordinate with supply chain teams.

- Monitor inventory levels and prevent stock-outs or overstocking.

- Provide regular business updates and MIS reports to senior management