Zonal Sales Manager - FMCG/FMCD

ZSM - Tamilnadu & Kerala

Location : Chennai

Telegu language mandatory

Roles & Responsibilities :

- Heading sales operations and customer management for the region and delivering business plans in line with the growth aspiration of the organization.

- Channel strategy and development, with a focus on achieving market share objectives.

- Responsible for planning and achieving sales targets for geographies within the region and leading & assist BSMs & ASMs in delivering Primary and Secondary numbers.

- Study market and proactively keep track of competition products, pricing, key activities, and new launches through market contact plans for self and team. Assess the impact of such activities and coordinate with Central teams to plan responses.

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

- Bring focus to the business of new Products, planning and executing new product launches.

- Identify and work with the Service Team to develop service infrastructure in the Zone.

- Be an expert on Systems, Processes, Policies. Use of all available digital technology tools for creating effective review and sales administration processes.

- Impart training to field managers and employees on these aspects during their induction.

- Regularly collect feedback on improvements required - Be an effective bridge between market and Head office on all market intelligence.

- To work with the BSMs, ASMs and the HR team on recruiting, building, and nurturing a performance-driven Sales team. To identify the training and development needs of the team below.

- To work with the corporate HR and training teams in driving capability-building initiatives for the Front-Line Sales Force, through training programs on Product Knowledge, Selling Skills, and others.

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

- Study market and proactively keep track of competition products, pricing, key activities, and new launches through market contact plans for self and team. Assess the impact of such activities and coordinate with Central teams to plan responses.

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

- 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, and ensure proper implementation of Commercial policies.

- Drive key dealer programs.

- Demand Generation.

- Give inputs to HO on important objectives to be achieved through market development activities and Design of market development activities

- Design and implement key performance metrics for the team for driving business performance and having the analytical approach towards the periodic review of the team on these leading and lagging indicators