Zonal Sales Head

Role - Zonal Sales Head

Exp - 15+ Yrs

Industry knowledge Product Knowledge Automotive After Market Commercial Vehicles (M&HCV Preferred)

Role Overview To drive sales performance, market expansion, and customer satisfaction in the assigned zone by leading a team of regional and area sales managers. He will be responsible for delivering the sales targets on a monthly, quarterly and annual basis and implementing the go-to-market strategy and brand management activities in the zone The Zonal Sales Head thus does play a key strategic role in building customer relationships and strengthening the company's market position in the product lines being sold. Key Responsibilities: Sales Strategy & Planning Develop and implement zonal sales strategies aligned with organizational goals. Achieve revenue, profitability, and market share targets for the independent Aftermarket segments. Monitor competitor activities including price and product benchmarking and market trends to identify new business opportunities. Prepare and manage zonal sales budgets and forecasts. Business Development Develop a strong and loyal network of distributors, retailers and mechanics in each state to stock, promote and fit Brand products as their first choice. Manage the distribution network for increased share of wallet (SOW) on a year on year (YOY) basis. Responsible for achieving target sign offs with distributors and retailers and implementing suitable incentive schemes for both primary and secondary sales Implement a training calendar for mechanics on correct fitment procedures for products. Team Management Lead, mentor, and monitor the performance of the zonal sales team, including Regional/State Managers and MSRs. Set performance goals, review KPIs, and ensure continuous capability building of the team including a fixed journey cycle plan and measuring the efficiency and effectiveness metrics. Foster a performance-driven and customer-centric sales culture. Customer Relationship Management Maintain strong relationships with distributors, key accounts (fleet owners and transporters, retailers, and mechanics). Address customer grievances, ensure timely delivery, and maintain service satisfaction levels. Coordinate with internal teams (production, logistics, and finance) for seamless order execution. MIS & Reporting Track and report sales performance metrics, forecasts, and deviations. Provide inputs for pricing, product planning, and marketing campaigns based on zonal feedback. Submit monthly and quarterly reports to management on sales performance and market trends. Key Skills & Competencies: Sharp business acumen with in-depth knowledge of the independent Aftermarket industry in the geographies being handled. Proven ability in in growing existing products and launching new product lines in Aftermarket. Analytical skills to understand sales and marketing policies of competitors and suggest interventions to gain volume and market share. Mind-set with proficiency in data-driven decision-making. Strong influencing skills and ability to motivate teams to deliver 3x-5x sales growth in 3 years. Strong communication skills to influence target audience. Local language fluency is a must. Strong interpersonal skills for stakeholder and customer management.