Zonal Sales Manager

Job Description

Purpose of JobFacilitate in zone planning and expansion in Tamil Nadu & Kerala for General Trade & InstitutionalSales for Baby Care, Feminine Care and Wellness Care product categories.Operational Role & ResponsibilitiesCreates & Delivers Value to MarketIn order to Maximize the sales revenues and profit of the market Maximize the market shareThe position manages to achieve the sales and market share target in the assigned salesterritory by right allocation allocation of manpower, budget, target and closely monitoring theteams performance. Manages to maintain the collection timelines by strictly adhering to the 45degree graph approach. Assign and monitor teams monthly quarterly and yearly primary andsecondary sales targets and promotional budget and activities. Is responsible for distributormanagement, visibility & increase in in-store share by creating and executing the sales strategyfor the area. Engages directly with distributors, retailers whenever. needed to provide thesolution for problems to ensure smooth business functioning in the area while adhering tocompanys norms. Is capable for forecasting the future challenges and issues related to businessperformance or teams capability and provide mentoring solutions to the same.Increases Performance & Efficiency by overlapping/integrating functions throughout the valuechainIn order to- Minimize the chance loss of sales Respond to the market demand and deliver the product timely Build, maintain and enhance the relationship with the distribution channels and the key accountsThe position manages to liaise with other departments (marketing / supply chain / production) toensure the smooth business functioning and achieve the set sales and market share target. Coaches team members and suggests best category & Instore placements for new and existing products along with distributor schemes. Develops strong relationship with traditional trade and modern trade customers including senior management and manages to acquire new category partners on board, negotiating on pricing, profit margin, payment terms etc in the best interest of the company keeping organizations goals in mind. Creates customer good relationship through continuous visits, meetings and various communicationsBuilds, Maintains and Enhances the Management InfrastructureIn order to Maintain, improve and enhanceThe position manages the distributor credit implementation & recovery timelines as per the setcompany norms by reviewing periodically with the team members. Is responsible for nurturinghigh level of relationships with the internal departments such as logistics/production team andsales planning team to plan, analyze & forecast stocks to ensure on-time stock availability,delivery of stocks etc. to avoid any business loss due to stock shortages in peak seasons.Manages to create and enthusiastic and successful sales environment focusing on thinkingoutside the box.Develops and Grows PeopleIn order to Develop and grow employees in the sales function Enhance/Improve the capability of the sales system and process to respond to the future needsThe position manages to guide the team to achieve the given sales and market share targets.Periodically reviews the performance of the team against set KPIs to identify the gap areas andprovides continuous On-the-Job training to overcome the same. Based on the performance andcompetencies, provides the developmental inputs and communicates the training needs toHuman resources (Training & Development) department. Continuously work towards developingand sustaining high performance teams and winning culture in the zone.Strategic Role & Responsibilities:Business planning, forecasting and delivery of short term & long terms objectives (volume/revenue/ growth/ systems & processes) at geography level and account level and product level.Education and Work Experience:Graduation in any stream and MBA/PGDBM in Sales & Marketing.Strong experience within a large Indian or multinational organization preferably within theFMCG industry in General Trade.Experience of working in territory is mandatory.Knowledge & SkillsExcellent verbal and written communication skills.Demonstrate strong leadership skills and lead by example.Strong talent management to mentor and coach large sales team on company payroll and thirdparty payroll.Orientation towards achieving operational excellence in regular operational work for enhancedteam productivity and delivery.Strong analytical skills to derive trends/projections/forecasts from reports for planning and riskmitigation.Strong financial acumen to evaluate business impact of various internal and external factors.Ability to collaborate with cross functional teams for better business patterning with Sales, GTM,Marketing, Finance, Supply Chain.Customer centric approach and strong relationship management for engagement of channelpartners and customers,

Keyskills :
SalesMarket ShareBudget ManagementSales StrategyForecastingMentoringRelationship BuildingCategory ManagementNegotiationCustomer Relationship ManagementCredit ManagementLogisticsSales PlanningStock ManagementEmployee DevelopmentBusiness Plan