Zonal Sales Manager

2 days ago

Mumbai, Maharashtra, India ANic Consultants Full time

Job Summary

Position: Zonal Sales Manager - West

Location: Mumbai

Area : Western Region (Mumbai, Maharashtra, Goa, Chhattisgarh, Gujarat, Rajasthan, Madya Pradesh)

Reporting To : National Sales Head

The Zonal Sales Manager (ZSM) is responsible for driving sales growth, market share, and profitability within the assigned region for skin care, oral care, and personal care categories.

The ZSM leads a team of Regional Sales Manager (RSM), Area Sales Managers (ASMs), Sales Officers (SO) and sales representatives (SR), ensuring the successful execution of sales strategies, channel management, and trade marketing initiatives. This role requires strong leadership, strategic thinking, and a deep understanding of category dynamics to achieve business goals.

Key Responsibilities

1. Sales Leadership and Strategy

- Develop and execute regional sales plans and strategies for skin care, oral care, and personal care product lines.

- Ensure achievement of revenue, volume, and market share targets for the region.

- Conduct periodic business reviews with the senior management team to assess performance and align on goals.

- Analyze sales data, market trends, and competitor activities to provide strategic insights and recommendations.

2. Team Management and Development

- Lead, mentor, and manage a team of Area Sales Managers and sales executives across the region.

- Set clear performance objectives and KPIs for the team, ensuring accountability and regular performance evaluations.

- Identify training needs and organize skill development programs to enhance team capabilities.

- Foster a high-performing, collaborative, and results-driven sales culture.

3. Channel and Distribution Management

- Build and maintain strong relationships with distributors, wholesalers, and key accounts in the region.

- Optimize the distribution network to ensure the availability and visibility of products across all sales channels.

- Identify and appoint new distributors or channel partners in untapped areas.

- Monitor inventory levels, resolve supply chain issues, and ensure effective stock management.

4. Trade Marketing and Promotions

- Collaborate with the marketing team to design and implement region-specific trade marketing and promotional activities.

- Drive in-store visibility and product placement strategies to enhance brand presence.

- Evaluate the effectiveness of promotional campaigns and provide feedback for improvement.

5. Key Account Management (General Trade)

6. Reporting and Insights

Essential Skills

- Strong leadership and team management abilities.

- Proven expertise in managing skin care, oral care, and personal care categories within the FMCG sector.

- Excellent negotiation, communication, and relationship-building skills.

- Analytical mindset with the ability to interpret sales data and market trends.

- Proficiency in sales management software, CRM tools, and MS Office Bachelor's degree in Business, Marketing, or a related field. An MBA is highly preferred.

- 15+ years of sales experience in FMCG, with at least 12 years in a managerial role (e.g., ASM, RSM).

- Deep understanding of regional market dynamics and customer behavior in personal care categories.

- Proven track record of delivering sales growth and managing high-performance teams.

(ref:iimjobs.com)

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