Area Sales Manager

About Zydus Wellness

Zydus Wellness, an FMCG leader, develops, manufactures, and markets health and wellness products,

integrating healthcare, skincare, and nutrition. Founded in 1988 with Sugar Free, Indias first zero-calorie

sugar replacement, it now manages seven global brands, including Complan, Glucon-D, Everyuth, and

Nutralite. The company serves over 50 million families and supports more than 90,000 dairy farmers and

2,000 MSMEs.

With a focus on research, quality, and innovation, Zydus Wellness operates on core pillars of manufacturing

integrity and supply chain efficiency. Headquartered in Ahmedabad and Mumbai, it runs four

manufacturing facilities across India and eight co-packing facilities in India, Oman, and New Zealand. Listed

on the Bombay and National Stock Exchanges, Zydus Wellness is led by Chairman Dr. Sharvil Patel and CEO

Tarun Arora, serving customers in over 25 countries across three continents.

Get to know our organization Click on the below links

1. Company Website

2. Zydus Corporate Park

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Area Sales Manager Modern Trade

Functional Reporting: Lead MT - Operations

Administrative Reporting: Lead MT - Operations

Location: XXXX

Role Purpose:

This position is responsible for achievement of business objective of the channel (Primary & Redistribution)

in coordination with Head Office, driving the backend operations of Modern Trade. In addition to the

above, this position will also support in the formulation of consumer promotions for modern trade.

Key Accountabilities/ Responsibilities:

1. Financial:

Responsible to deliver AOP across MT Chains and brands.

Ensure Fill rate to maximize business

Maintain account profitability tracker for major chains

2. Customer:

Develop, negotiate and utilize budget for maximizing business goals

Execute Terms of Trade at the Store Level

Manage Range, Assortment, Space, Visibility execution

Conduct periodical business review monthly/quarterly with chains

ensure a robust engagement & relationship matrix with MT customers (inc distributors) at a region

level

3. Process:

Designing account wise plan for the respective branch on monthly and quarterly to drive volume,

value, market share and activations

TOT planning & adherence, Business planning, Market share deliverables

Claim management from distributor to commercial team and system through portal

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Collate data and prepare reports to track various parameters e.g. Sales Efficiency, Sales

Achievement and Champion's Scorecard and discuss with the Team

4. People:

Drive Merchandising, and in-store execution

First point contact for all the Regional Key Accounts

First point contact for all the zonal offices of the National Key Accounts

*First point contact can be defined as all the liaison work policy communication ¢ TOT negotiation

Key Deliverables:

Sales Strategy Development: Create and implement effective sales strategies to achieve Sales Targets

and enhance market share in the Zone.

Sales Performance Monitoring: Analyze sales performance metrics to identify areas of opportunities

and implement corrective actions.

MT Account Management: Develop and maintain strong relationship with Modern Trade Accounts,

understanding their business needs and objectives.

Distributor Management: Build and maintain strong relationships with distributors to ensure

alignment with company goals and seamless execution of sales strategies. Monitor distributor

performance regularly, reviewing key metrics such as order fulfillment rates, stock levels, and overall

sales performance.

Collaboration: Work closely with cross-functional teams, including marketing, supply chain, finance

to ensure alignment on goals and execution of initiatives.

Team Management: Lead, Monitor and coach a team of Sales professionals, fostering a hig-

performance culture and accountability.

Market Insights: Analyse market trends, competitor activities and consumer preferences to identify

growth opportunities.

Business Delivery: Strong ability to develop and execute sales strategies that drive revenue growth

and achieve business targets.

On-ground Execution: Excellent attention to detail in managing in-store execution, ensuring product

visibility and compliance with merchandising standards.

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Key Interactions:

Modern Trade HO Team

Field MT Sales Team

Local Team of National Accounts

Customer Trade Marketing / Trade Finance

Commercial Team

Supply Chain & CFA Team

MT Chains Buying, Finance, Supply Chain & Store Operations

Key Dimensions:

People Manager

Educational Qualifications:

MBA Preferred

Experience (Type & Nature):

6 - 8 years in FMCG industry. Should have experience in dealing with organized retail in FMCG for at

least 2 years

Functional Competencies

Strong Commercial acumen

Ability to analyze data and market trends to implement strategic decisions

Excellent Communication and Negotiation Skills

Result Oriented

Strong Leadership and People Management Skills

Behavioral Competencies:

Team player

Resilience

Interpersonal

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