Regional/Zonal Sales Manager

19 hours ago

Guwahati, Assam, India Chaudhary Group Full time ₹ 12,00,000 - ₹ 36,00,000 per year

Position Title: Regional or Zonal Sales Manager – East/North East India

Department: Sales & Distribution Traditional Trade

Reporting To: Zonal Sales Head

Location: Guhawati or Silchar, India

Industry: FMCG / Packaged Foods / Consumer Goods

Experience Required: 12+ years in FMCG sales; 4–5 years in a leadership role. Prior Handling of Super Stockist operations will be preferred

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Role Overview

The Head of Sales will be responsible for leading the company's national/regional sales strategy across GT (General Trade) channels. This role will drive revenue growth, expand market share, build high-performing sales teams, and ensure flawless execution of trade marketing strategies in alignment with the company's business goals.

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Key Responsibilities

1. Sales Strategy & Planning

  • Define and implement annual & quarterly sales plans aligned with business objectives.
  • Design and execute GT, channel strategies.
  • Plan regional penetration and outlet expansion targets.
  • Set sales forecasts, pricing strategies, and volume targets.

2. Team Leadership & Development

  • Build, lead, and mentor a team of ASMs, TSMs, and field force.
  • Drive performance through KRAs, regular reviews, and on-ground coaching.
  • Promote a performance-oriented culture with accountability and recognition.

3. Distribution Management

  • Expand and strengthen the distribution network (super-stockists, distributors, and sub-stockists).
  • Ensure width and depth of distribution across urban and rural markets.
  • Optimize supply chain in coordination with logistics, finance, and operations.

4. Trade Marketing & Promotions

  • Collaborate with Trade Marketing, Marketing to implement trade schemes, product launches, and seasonal campaigns.
  • Monitor ROI of promotions and scheme execution across channels.
  • Drive visibility initiatives (POSM, in-store branding, planograms).

5. Analytics, Reporting & Forecasting

  • Track primary, secondary, and tertiary sales data.
  • Track and execute collections of Super Stokists
  • Monitor market share, competitor activity, and consumer trends.
  • Present regular sales dashboards and MIS reports to management.

6. Compliance & Controls

  • Ensure credit policies, distributor hygiene, and sales claims are within SOPs.
  • Conduct regular audits of field operations and distribution.

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Key Performance Indicators (KPIs)

  • % Sales Target Achievement (Primary & Secondary)
  • Market Share Growth (by region/SKU)
  • Outlet Expansion (Numeric & Weighted Distribution)
  • Distributor ROI & Health Score
  • Scheme Execution % and Promo ROI
  • Channel-wise Revenue Contribution

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Key Interfaces


• Internal: Marketing, Supply Chain, Finance, HR, Manufacturing


• External: Distributors, Retailers, Key Accounts, Channel Partners

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