Zonal Sales Manager Confectionery

3 days ago

Bhubaneswar Guwahati Kolkata, India Pegasus International Full time

Role Purpose

The Regional Sales Manager Confectionary will be responsible for driving top-line and bottom-line performance for the HPC portfolio across the assigned region. The role involves strategic planning, distributor and channel management, team leadership, and execution excellence to ensure sustainable market share growth.

Key Responsibilities

Sales & Business Growth

  • Own and deliver regional sales targets (value, volume, market share, and profitability) for the Confectionary portfolio.
  • Develop and execute annual operating plans (AOP) and regional sales strategies aligned with national objectives.
  • Drive numeric and weighted distribution, range expansion, and SKU productivity.
  • Identify growth opportunities across GT, MT, E-commerce, and emerging channels.

Channel & Distribution Management

  • Strengthen distributor network through capability building, ROI management, and governance.
  • Optimize beat planning, coverage models, and outlet classification.
  • Ensure robust execution of secondary sales, liquidation, and inventory norms.
  • Manage key distributors and strategic accounts at the regional level.

Trade Marketing & Execution

  • Drive effective trade schemes, promotions, and visibility initiatives in collaboration with marketing and trade marketing teams.
  • Ensure high-quality in-store execution, merchandising standards, and compliance.
  • Track scheme effectiveness and improve ROI on trade spends.

Team Leadership & Capability Building

  • Lead, mentor, and develop a team of ZSMs / ASMs / Sales Officers across the region.
  • Drive a strong performance culture, with clear KPIs and regular reviews.
  • Coach teams on market execution, distributor management, and negotiation skills.
  • Ensure succession planning and talent development for critical roles.

Market Intelligence & Competition Tracking

  • Track competitor activities, pricing, promotions, and new launches.
  • Provide actionable market insights to marketing and leadership teams.
  • Recommend region-specific initiatives based on consumer and channel behavior.

Stakeholder Management

  • Collaborate closely with Marketing, Supply Chain, Finance, HR, and Commercial teams.
  • Ensure forecast accuracy and smooth demand-supply coordination.
  • Represent the region in leadership reviews and strategic discussions

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