Zonal Business Effectiveness Manager

The Zonal Business Effectiveness Manager will optimize sales operations at the area level, ensuring alignment with national goals.

This role focuses business effectiveness by driving process improvements by collaborating with cross-functional teams.

Roles & Responsibilities:

• Develop and implement strategies to enhance business & field force effectiveness through market planning, territory alignment, rebate design, incentive design, and productivity optimization.
• Lead continuous improvement initiatives across sales execution and customer engagement to increase efficiency, scalability, and commercial impact; capture and scale best practices to foster consistent, high-performance execution.
• Drive adoption and effective use of digital sales tools for customer engagement, activity tracking, inventory visibility, and data-driven decision-making; conduct regular market visits to coach field teams on tool usage, execution excellence, and competitive intelligence.
• Analyze regional Gross-to-Net (G2N) performance, Rebate management and A&P budgeting while identifying key drivers (trade spend, rebates, returns) and collaborating with Sales/Finance/Marketing to enhance trade business effectiveness. Oversee the regional budget lifecycle (planning, tracking, forecasting), ensuring optimal resource allocation and driving financial discipline to meet profitability targets.
• Analyze regional channel partner performance against key performance indicators (KPIs) focused on reach, service levels, inventory management, and execution standards; identify effectiveness gaps and drive initiatives to optimize channel structure, processes, and partner capabilities.
• Identify and evaluate business expansion opportunities through product portfolio optimization, and market diversification.
• Generate actionable insights through performance analytics and maintain reporting dashboards for leadership and field teams to support strategic decisions and proactive course corrections.
• Lead the development & refinement of area-level sales forecasts by leveraging historical data, market intelligence, and customer insights to align with national objectives.
• Design and execute integrated sales planning processes, including inventory placement, PO planning, and territory management; define and cascade sales objectives aligned with pricing strategies and channel schemes.
• Ensure the regional teams are trained on channel, KPIs to be driven, digital adoption and value selling.

Qualifications

• Bachelors (agriculture preferred) or Masters Degree in Management
• Experience –Minimum of 5 years in sales planning, sales operations, or a related role.
• Experience in a leadership or management capacity is highly desirable.
• Innovative & Creative with excellent interpersonal and influencing skill.
• Strong analytical skills with the ability to interpret complex data and trends. Results-oriented with the ability to build team & network / collaborate effectively with others.
• Inter-personal communications in guiding people of different competencies, experiences and cultural backgrounds.