Description:

Designation: General Manager

JOB PURPOSE: "Provide strategic and operational leadership for the assigned geography to deliver sustainable and profitable growth. The role is responsible for market expansion, channel productivity, and commercial discipline, while aligning zonal strategy with organizational business priorities.

The position ensures optimized resource allocation, strong channel networks, and cross-functional integration, driving market share expansion while maintaining EBITA growth."

REPORTING TO: NSH

SKIP LEVEL MANAGER: MD

SPAN (Direct Reports): 35

DOTTED LINE MANAGER: NA

DELIVERABLES:

Zonal Strategy Development: Accountable for macro-level strategic direction of the zone & guiding team for execution of the strategy

- Develop the long-term zonal growth strategy by identifying high-potential geographies, crops, and product segments aligned with company priorities

- Identify structural growth opportunities such as new crop segments, under-penetrated districts, and emerging rural market.

- Convert national sales objectives into actionable zonal business strategies, ensuring optimal deployment of manpower, budgets, and channel resources.

- Drive market penetration strategies for new products and crop solutions in the zone

- Escalation to National Sales Head in case of major shifts in market structure, regulatory changes, or competitive disruptions affecting zonal growth along with proposed strategy to mitigate such risks

Revenue and Profitability Management: Deliver zonal revenue, margin, and market share growth in line with corporate targets.

- Optimize pricing discipline, product mix, and commercial terms to ensure sustainable profitability

- Allocate zonal investments across markets, distributors, and promotional programs to maximize ROI.

- Implement corrective strategic interventions in markets where structural performance gaps exist & escalate along with re-defined solution oriented strategy

Channel Strategy and Network Development: Design the zonal distribution architecture, ensuring optimal coverage, scalability, and productivity

- Approve strategic distributor appointments, restructuring, or exits based on long-term business viability

- Strengthen retailer engagement models to drive product adoption and brand loyalty in rural markets.

- Lead initiatives to improve channel partner productivity and market coverage intensity.

Strategic Market Development and Competitive Positioning: Identify emerging competitive threats and structural shifts in rural markets.

- Drive strategic positioning initiatives to strengthen brand presence and product preference

- Guide development of zone-specific market development initiatives for new technologies or crops.

Organizational Leadership and Capability Building: Build and sustain a high-performance sales leadership pipeline across regional Managers and downstream roles

- Develop future-ready sales leadership capabilities through mentoring, exposure, and structured development

- Ensure manpower availability to support business continuity

Cross Functional Collaboration & Business Integration: Ensure that Cross-functional plans are translated into clear zonal action frameworks.

- Ensure Strategic insights from the zone are systematically communicated to national leadership teams.

- Align zonal priorities with marketing strategy, product campaigns, and market development program

- Align with supply chain & Ensure timely product availability and inventory optimization across distributors.

- Drive strong financial governance and budget discipline across zonal operations.

- Build manpower & leadership capability through hiring, structured talent development and succession planning.

FUNCTIONAL COMPTENCIES:

- Expertise in Zonal Growth Strategy Formulation

- Strong commercial acumen and financial discipline

- Ability to operate in structured sales governance environments

- Experience managing large rural distribution networks

- Strategic Channel Development

- Market Intelligence & Competitive Analysis

- Operational Risk Assessment"

BEHAVIOURAL COMPETENCIES:

- Strategic Thinking & Long-Term Vision

- Strong Result Orientation

- Effective Executive Communication

- Coaching & Mentoring Capability

- Talent Identification & Leadership Development

- High Ownership & Accountability Mindset"

TOTAL EXPERIENCE: Min. 15 years