Zonal Sales Manager

3 days ago

Bhubaneswar Cuttack, India Pegasus International Full time

Role Purpose

To lead and grow the Food business across the assigned zone by driving sales strategy, distribution expansion, trade execution, and team capability, ensuring achievement of volume, value, and market share targets in line with organizational goals.

Preferred candidate profile

Key Responsibilities

Zonal Business Ownership

  • Own zone-level sales, revenue, and profitability targets for the Food category.
  • Translate national sales strategy into zone-specific action plans.
  • Drive consistent achievement of primary & secondary sales targets.

Distribution & Channel Management

  • Strengthen and expand numeric and weighted distribution across:

  • General Trade (GT)

  • Modern Trade (MT)
  • E-commerce / Q-commerce (where applicable)

  • Institutional & HoReCa channels

  • Optimize distributor footprint, beat productivity, and service levels.

  • Review distributor health including credit, ROI, and stock norms.

Team Leadership & Capability Building

  • Lead, coach, and develop Regional Sales Managers / Area Sales Managers / Sales Officers.
  • Set clear KPIs, conduct performance reviews, and drive a high-performance culture.
  • Ensure manpower productivity, discipline, and adherence to sales processes.

Trade Marketing & Execution Excellence

  • Drive effective trade schemes, promotions, and activations in line with category strategy.

  • Ensure superior in-market execution:

  • Visibility & merchandising

  • Pricing & promotion compliance

  • Availability of core & focus SKUs

  • Work closely with Marketing and Trade Marketing teams on launches and seasonal programs.

Business Planning & Forecasting

  • Lead AOP planning, sales forecasting, and demand planning for the zone.
  • Coordinate with supply chain to ensure optimal stock availability.
  • Analyze sales trends, competition, and market intelligence to course-correct plans.

Stakeholder Management

  • Collaborate with cross-functional teams (Marketing, Supply Chain, Finance).
  • Manage key distributor and modern trade relationships at the zonal level.
  • Represent the zone in leadership and business review forums.

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