Zonal Sales Manager - FMCG

Roles & Responsibilities for Zonal Manager

This position Reports to: National Sales Manager

Direct Reports: 5-6

Primary Role- Will be responsible for driving continuous improvement in all aspects of Sales, Specifications & Field Marketing in the assigned Zone to achieve the business objectives. This would include sales process improvement and infrastructure management.

Responsibilities

Sales Objectives :

- Drive identified Initiatives in the Zone to achieve the overall sales objectives

- Identify & effectively implement Major and Key initiatives at zonal level in the areas of Market Development, Distribution expansion & Sales Operation

- Identify the critical/burning issues of the Zone affecting sales & take remedial action/ escalate wherever needed

- Continuously identify gaps in the regular working of BMs, Regional Specs Managers, Marketing Executives & sales support staff and remedy the situation without allowing it to damage the business

- Support the I&I business driven nationally from HO

- Bring focus to the business of new Products (Roff, MEP Solutions, others)

- Work closely with the Nina/Percept/Top Applicators to jointly secure business.

- Identify and work with the Services Team to develop Authorized applicators in the Zone.

SPPB:

- Be an expert on Systems, Processes, Policies and Business Module (SPPB)

- Impart training to field managers and employees on SPPB during their induction

- Regularly collect feedback on improvements required in SPPB

- Collaborate with HO to get the required improvements incorporated in the SPPB

People Management:

- Ensure timely recruitment and retention of right quality people

- Achieve clarity on role & responsibilities of all field managers and employees by regular interaction with HO and field employees

- Impart training on roles & responsibilities of all field employees to ensure clarity in the minds of the respective employees

- Implement the performance and potential management system including career planning & development of key employees

- Continuously audit the market work done by all field employees; assess and give guidance to improve market working

- Identify poorly performing field employees and take suitable remedial actions

Market Connect :

- Engage with the Top Customers & Consultants in the Zone

- Carry out intensive field visits and interact with employees, dealers and end users

- Collect feedback on all aspects of the business including product quality, pricing, packing, new product ideas, supply situations, competition activities, schemes, etc.

- Capture the feedback in a manner which is visible to HO and then act on the feedback in consultation with key people to get things done

- Identify success stories and replicate in other parts of the zone. Also share with HO for replication in other parts of India

- Inventory, Receivables & Commercial Policies Management

- Regularly monitor inventory pile up in slow & non-moving SKUs, take remedial actions

- Drive collection of receivables in case of exceptions

- Ensure proper implementation of Commercial policies

- User / Influencer / Dealer Management

- Drive key dealer programs

- Periodically engage with end-user/influencer panels for seeking feedback & suggestions.

- Demand Generation

- Give inputs to HO on

- Important objectives to be achieved through market development activities

- Design of market development activities

- Make Annual and Quarterly plan for market development activities in alignment with zonal marketing communication executive & HO

- Periodically attend market development activities/meets and give guidance to the marketing execs. for improving effectiveness and give feedback to HO on any support required such as application videos

- Product/Scheme and Competition Fighting

Take direct responsibility for -

(a) Scheme design (in consultation with HO) and feedback on effectiveness of schemes

(b) Development and implementation of competition fighting strategy in consultation with HO

Governance :

- Identify review process and reports which reflect the role and responsibilities of each employee

- Ensure business reviews are conducted in the zone as per the laid down process

- Ensure OAAP led quality review process (MRM)

- Periodically participate in BM review process (MRM) and contribute to improvement in quality of the process

Support Role :

- Co-ordinate with NSM for preparing annual budget and business plan for the zone

- Co-ordinate with Marketing Manager in HO & Marketing Communication exec. in the zone for execution of field marketing activities in regions

Other Points of Discussion :

- Ensure the Specifications targets are achieved ensuring a healthy pipeline of projects

- Operationalizing the SPPB (DSO)