Zonal Sales Manager - FMCG - West & North

We are looking for an experienced and result-driven Zonal Sales Manager (ZSM) to lead and scale sales operations across North & West India. The role requires strong expertise in General Trade (GT) and Modern Trade (MT) channels, with proven experience in distributor management, team handling, and driving secondary sales growth.

The ideal candidate should come from a structured FMCG/GMCG background with strong on-ground execution capability and commercial acumen.

Key Responsibilities

1. Sales & Revenue Ownership

- Drive zonal sales targets (primary & secondary).

- Develop and execute region-specific GT & MT growth strategies.

- Ensure achievement of volume, value, and market share objectives.

- Monitor sales KPIs, offtake, and inventory norms.

2. General Trade (GT) Management

- Strengthen distributor network and coverage expansion.

- Improve numeric & weighted distribution.

- Drive beat planning, retail visibility, and scheme execution.

- Ensure effective implementation of trade marketing initiatives.

3. Modern Trade (MT) Management

- Manage relationships with key national & regional MT chains.

- Lead JBP discussions and annual negotiations.

- Drive secondary sales, visibility, and in-store activations.

- Monitor stock rotation and reduce expiries.

4. Team Leadership

- Lead and mentor Area Sales Managers and Sales Officers.

- Set clear KRAs and performance benchmarks.

- Conduct regular market visits and performance reviews.

- Build a high-performance sales culture.

5. Commercial & Distributor Management

- Oversee distributor ROI, working capital, and credit control.

- Ensure compliance with company policies and commercial hygiene.

- Optimize supply chain coordination to avoid stock-outs.

Key Requirements:

- 8-15 years of experience in FMCG/GMCG sales.

- Minimum 3-5 years in a ZSM / RSM role handling large geographies.

- Mandatory experience in both General Trade (GT) and Modern Trade (MT).

- Strong distributor and key account management exposure.

- Proven team handling experience across multiple states.

- Willingness to travel extensively.