Zonal Sales Manager - UP & MP

Job Position - Zonal Sales Manager - UP & MP

Purpose: The ZSM achieves and exceeds value and volume sales & market share objectives in their zones through effective distribution, timely network investment and by efficiently and effectively managing their field force.

Key Accountabilities

Sales & Growth Delivery -

• Achieve net sales target and market share
• Business forecasting, projecting and driving desired results
• Identifying opportunities to build business

Distribution Expansion & Channel Development -

• Ensure stable distributor network both in Urban and Non-Urban markets
• Set, Monitor and ensure achievement of brand wise, area wise distribution targets.
• Ensure proper identification, activation and management of wholesale and SS channel to improve indirect coverage
• Drive efficiencies on ground through right training of the team

Trade Marketing Execution -

• Develop innovative plans to activate markets basis local knowledge and share with HO in a timely manner
• Ensure high-impact execution of trade schemes (visibility, POSM, retailer adoption)
• Maximize ROI and budget utilization on trade promotions

Market Intelligence & Competition Tracking -

• Generate actionable market insights
• Drive timely interventions aligned with market dynamics

Team Leadership & Capability Building -

• Coach, mentor and motivate field force to ensure performance maximization
• Ensure timely alignment of team on all initiatives and plans of the company
• Talent management and creating talent roadmap

Internal & External Stakeholders

Internal : Customer Marketing Team – HO & Region, Supply Chain Team - HO

External : Distributors, Retailers, ISRs, Depot / CFA

Technical Skills :

• Strong expertise in sales & distribution channel management
• Solid understanding of P&L, trade spends, and ROI modeling
• Skilled in sales data analysis with actionable insight generation
• In-depth knowledge of regional market dynamics, consumer behavior & competition
• Proficient in distributor management and GTM strategy execution
• Experienced in sales automation tools (DMS/SFA)
• Working knowledge of marketing initiatives
• Strong analytical and problem-solving skills

Behavioral Skills (e.g. Leadership & Delegations, Sales Orientation, Goal & Result Orientation)

• Effective communicator
• High ownership mindset with entrepreneurial drive
• Strong planning, execution, and multitasking abilities
• Result-oriented with a sharp sales and customer focus
• Advanced negotiation and relationship-building skills
• Proven leadership in managing large, diverse frontline teams
• Agile decision-maker in dynamic field scenarios
• Ability to influence cross-functional teams and navigate ambiguity

Qualifications

• MBA from premier Institute with 8-12 years of experience in Sales & Trade Marketing
• Must have experienced Team handling and Leadership role
• Experience of working in east region of India will be an added advantage