Zonal Head

Role & responsibilities

JOB DESCRIPTION ZONAL HEAD (SALES)

Company: SPECTRAL GLOBAL VENTURES INDIA
Position: Zonal Head – Sales
Department: Sales & Business Development
Industry: FMCG / Wellness / Hygiene
Location: Assigned Zone – Pan India
Employment Type: Full-Time
Reporting To: National Sales Head / Senior Management

About the Role

We are looking for an experienced and result-oriented Zonal Head – Sales to lead business operations and sales growth across the assigned zone.

The Zonal Head will be responsible for achieving sales targets, developing the distribution network, expanding market coverage, managing RSMs/ASMs and building a high-performance sales team.

Key Responsibilities

1. Sales & Business Growth

• Develop and execute zonal sales strategies to achieve monthly, quarterly and annual targets.
• Drive primary, secondary and tertiary sales across the assigned zone.
• Identify new business opportunities and expand market penetration.
• Ensure achievement of revenue, volume, distribution and profitability targets.
• Monitor zone-wise performance and take corrective actions wherever required.

2. Distributor & Channel Development

• Appoint and develop Super Distributors, Distributors, Dealers and Retailers.
• Expand the distribution network across urban, semi-urban and rural markets.
• Improve product availability and market coverage.
• Maintain strong relationships with distributors, retailers and key business partners.
• Monitor distributor productivity, stock position, collections and market performance.

3. Team Management

• Lead, guide and motivate the zonal sales team.
• Manage and review the performance of RSMs, ASMs and other field sales personnel.
• Set clear targets and KPIs for team members.
• Conduct regular performance reviews and provide coaching and guidance.
• Support recruitment, onboarding, training and development of the sales team.
• Ensure discipline, accountability and adherence to company policies.

4. Market Expansion

• Identify new territories and markets for business expansion.
• Develop plans for increasing product penetration and retail reach.
• Conduct regular market visits to understand ground-level business conditions.
• Analyze competitor activities, pricing, schemes and market trends.
• Provide actionable market feedback to Senior Management.

5. Sales Planning & Reporting

• Prepare monthly and quarterly zonal business plans.
• Monitor sales forecasts, target achievement and market performance.
• Review primary/secondary sales and distributor-wise performance.
• Ensure timely submission of MIS, sales reports and business reviews.
• Present regular performance updates to Senior Management.

6. Cross-Functional Coordination

• Coordinate with Marketing, Supply Chain, Finance, HR and Operations teams.
• Ensure timely product availability and smooth order execution.
• Coordinate promotional activities and trade schemes.
• Support management in resolving operational and market-related issues.

7. Business Discipline & Compliance

• Ensure adherence to company policies, SOPs and reporting systems.
• Monitor credit, collections and outstanding payments within the zone.
• Ensure proper utilization of company schemes and resources.
• Maintain professional relationships with channel partners and customers.

Candidate Profile

• 10–15+ years of experience in FMCG / Consumer Goods / Wellness / Hygiene sales.
• Candidates currently working as ZSM, RSM, Regional Head, Sales Head or equivalent will be preferred.
• Strong experience in distributor appointment, channel development and market expansion.
• Proven experience in handling large sales teams.
• Strong knowledge of General Trade and distribution-led FMCG business.
• Strong negotiation, communication and leadership skills.
• Target-oriented, analytical and execution-focused approach.
• Willingness to travel extensively across the assigned zone.

Key Performance Indicators

• Achievement of monthly / quarterly / annual sales targets.
• Primary, secondary and tertiary sales growth.
• Distributor and retail network expansion.
• Market coverage and product availability.
• Team productivity and target achievement.
• Collection and outstanding control.
• New market and business development.
• Overall revenue and profitable growth of the assigned zone.

Benefits:

• PF
• Annual Performance Bonus
• Paid Leave
• Medical Benefits
• Travel / Tour Expenses as per Company Policy
• Growth opportunity with an expanding FMCG, Wellness & Hygiene business.

Note: The candidate will be responsible for the overall business development, sales performance and team productivity of the assigned zone.