Zonal Business Partner

About the role

Each of our sales zones is run by two people. A Zonal Sales Head leads the team in the market, and a Zonal Business Partner works from head office.

As Zonal Business Partner, you are the zone's person at HQ. You run the zone's growth projects, track its numbers every day, and make sure issues holding up the field get solved quickly. You don't manage a team directly; you get results through data, follow-through and strong working relationships across the business.

What you will do

Drive the zone's metrics

• Review the daily ABM (Area Business Manager) tracker every morning and flag gaps to State Heads and the Zonal Sales Head the same day
• Track dealer count, DPI (% of dealers billing each month) and ARPD (average revenue per dealer) for the zone
• Dig into the causes behind the numbers: dealers who have stopped ordering, dealers dropping a tier, ABMs falling behind
• Prepare the weekly zone review and the zone's pack for the monthly national review, and follow up until actions are closed

Run zone projects

• Design and run growth projects for the zone, such as dealer reactivation drives, new-dealer ramp-up programmes, new product rollouts, scheme pilots and entry into new towns
• Set a baseline for each project, build the plan, track progress daily and report the measured impact
• Work with the Zonal Sales Head to make sure projects are carried out on the ground

Be the zone's fast lane at head office

• Act as the single point of contact at HQ for the zone
• Resolve escalated issues that involve more than one team, such as dispatch delays, stock gaps, pricing questions, branding delays and returns
• Work with Sales Operations, Supply Chain, Finance, Marketing and Product to close issues within agreed turnaround times
• Share market and competitor feedback from the zone with the relevant teams

What we are looking for

Must have

• 35 years in sales operations, sales strategy, business development or programme management
• Experience in consumer durables, home and furniture, FMCG, building materials, consumer electronics or another business that sells through dealers
• Strong Excel or Google Sheets skills (pivots, lookups, dashboards) and comfort working with large datasets
• A record of running projects end to end, from plan to measured result
• The ability to influence senior field leaders and cross-functional teams without direct authority
• Clear written and spoken communication in English and Hindi

Good to have

• MBA or equivalent
• Experience with CRM or sales-force apps, and with Power BI, Tableau or SQL
• Experience in a direct dealer or advance-payment model
• Knowledge of the assigned zone's markets, and a regional language from that zone (for example Kannada, Telugu, Tamil, Malayalam, Marathi, Gujarati