Job Title: ZONAL SALES MANAGER Reports to: Regional Manager Location: India SUMMARY The Zonal Sales Manager works closely with the Regional Manager to lead the value and volume of sales for the region. ZSM is part of a Regional leadership team and is responsible to drive 4P objectives through an efficient and effective sales force within the budget, time &amp; policy parameters. SCOPE / DIMENSIONS OF ROLE The Zonal Sales Manager reports to the Regional Sales Manager and heads the Sales team in the zone. The ZSM would have 6-8 direct reportees and 8-10 indirect sales team to manage. The role holder interacts continuously with the key stakeholders in Logistics, Finance within the region and Marketing, Key Account, Finance and Supply team in corporate. RESPONSIBILITIES / ACCOUNTABILITIES - Overall Sales responsibility of the region - Achieve month wise sales objectives for the entire product range - Delivery NR, IMS, Distribution, Visibility, etc figures - Coverage, Direct &amp; Indirect Distribution - Define and communicate coverage norms and ensure implementation within these guidelines. Outlet Coverage : - The study, approve and ensure implementation of systematic and cost-effective coverage of outlets as per targets - Drive business in institutions and the quotations business as per targets Distribution : - Set, monitor and ensure achievement of brand wise, area wise distribution targets for outlets under direct coverage - Evaluation, reporting: Study retail audit data, on market share and distribution trends, develop innovative plans in consultations with ASM/ Marketing/ RM and implement the same. - Ensure proper identification, activation, and management of wholesale/modern trade channel and innovative distributor, coverage of outlets not under direct coverage. Placement&nbsp; Visibility : - Timely proposals to HO on display plans for the region - Ensure all POS material and the creative merchandising material is used in the most effective manner - Training team members to gain shelf to maximize placement vis-a vis competition and objectives - Ensure that all managers, TSIs and DBSRs are adequately equipped with the merchandising kit - Distributor and Super Stockist management - Monitor constantly the sales and inventories of major distributors and take corrective actions where required, take appropriate measures to activate and retain distributors - Ensure timely service to the distributors, in the areas of delivery of stocks, adjustment of credit notes etc. - Recruit and select (and set up appropriate systems for the same) distributors in the region as per he desired profile to ensure proper service to the market and their contribution to our business as per norms - Ensure contact with distributors as per company norms, to share information and motivate them so that they are fully involved in the business. - Review client structure periodically and define appropriate norms to assess the contribution to business service rendered, the area covered, financial condition etc. and take appropriate corrective actions Forecasting and planning: - Set targets for all territories based on historical trends and future inputs for the full year and month wise - Prepare rolling forecasts for the next three months for all SKUs, and communicate them appropriately to the Head Office. - Actively participate and contribute to the quarterly meeting to achieve desired objectives. - Suggest and plan innovative solutions to achieve the desired business growths People - Plan and initiate timely recruitment of all sales personnel in the region ensuring complete manning - Ensure that all new people who join the region are inducted well, and as per a well-defined system - Conduct and lead the communication meeting and ensure that the entire communication flows down appropriately right until all the TSIs, distributors, and DBS in the region. - Set objectives for and coach the ASMs in the team to ensure that they meet their objectives. - Appraise periodically, the performance of direct reports against agreed standards of performance, identify areas for improvement and implement training / developmental plans and ensure its implementation. - Study all the TSI appraisals sent by ASMs and implement a fair and objective performance management system. - Manage the aspirations of the entire sales team in line with the career progression policy of the company and ensure that the employee turnover of the company of the sales team is within acceptable limits. - Maintain open communication with managers, staff to succeed in building and maintaining enthusiasm and a positive attitude in all of them - Carry out timely disciplinary measures and separation procedures as appropriate within the company guidelines. Reporting: - Ensure timely and accurate reporting from the region; meet all reporting schedules to HO. - Monitor results obtained on a regular basis. Determine deviations from plans, if any, and institute corrective actions as necessary. - Plan and undertake travel to meet all contact norms - Highlight any special achievement of managers, TSIs. KEY CHALLENGES: The role holder plans and initiates timely recruitment of all Sales Personnel in the region ensuring complete staffing. S/he also manages the aspirations of the entire sales team in line with the career progression policy of the company and ensures that the employee turnover of the sales team is within acceptable limits. The challenge is to study, analyze, verify, approve and control all reports and expenses in the zone; maintain and update periodically the database for the zone covering significant aspects of a business. PROFESSIONAL QUALIFICATIONS/ EXPERIENCE Qualification- MBA (Sales and Marketing) 6+ years of experience in an FMCG environment Strong knowledge of field sales PERSONAL ATTRIBUTES: - Team working spirit and excellent communication skills - Highly motivating and encouraging as a guide - Results oriented, entrepreneurial and self-motivating - Tenacious and resilient, driven to achieve even when faced with obstacles - Leadership and interpersonal skills capable of building strong working relationships and influencing and customers and internal teams - Sound commercial understanding of business issues and opportunities - A clear understanding of sales and marketing strategy and planning issues - Strong analytical skills with the ability to develop strategies, tactics and measurable implementation

Anywhere in India/Multiple Locations

Zonal Sales Manager - FMCG 

Zonal Sales Manager - FMCG  ,Job Description for Zonal Sales Manager - FMCG  in Reckitt Benckiser in  Anywhere in India/Multiple Locations for (6-10) years of experience. Apply Now!

Job Description for Zonal Sales Manager - FMCG  in Reckitt Benckiser in  Anywhere in India/Multiple Locations for (6-10) years of experience. Apply Now!