Zonal Sales Manager FMCG Foods

top-line and bottom-line performance

Key Responsibilities

Sales & Business Growth

• Own and deliver

  regional sales targets (value, volume, market share, and profitability)

  for the HPC portfolio.
• Develop and execute

  annual operating plans (AOP)

  and regional sales strategies aligned with national objectives.
• Drive

  numeric and weighted distribution

  , range expansion, and SKU productivity.
• Identify growth opportunities across

  GT, MT, E-commerce, and emerging channels

  .

Channel & Distribution Management

• Strengthen distributor network through

  capability building, ROI management, and governance

  .
• Optimize beat planning, coverage models, and outlet classification.
  
• Ensure robust execution of

  secondary sales, liquidation, and inventory norms

  .
• Manage key distributors and strategic accounts at the regional level.
  

Trade Marketing & Execution

• Drive effective

  trade schemes, promotions, and visibility initiatives

  in collaboration with marketing and trade marketing teams.
• Ensure high-quality

  in-store execution

  , merchandising standards, and compliance.
• Track scheme effectiveness and improve ROI on trade spends.
  

Team Leadership & Capability Building

• Lead, mentor, and develop a team of

  ZSMs / ASMs / Sales Officers

  across the region.
• Drive a strong

  performance culture

  , with clear KPIs and regular reviews.
• Coach teams on

  market execution, distributor management, and negotiation skills

  .
• Ensure succession planning and talent development for critical roles.
  

Market Intelligence & Competition Tracking

• Track competitor activities, pricing, promotions, and new launches.
  
• Provide actionable market insights to marketing and leadership teams.
  
• Recommend region-specific initiatives based on consumer and channel behavior.
  

Stakeholder Management

• Collaborate closely with

  Marketing, Supply Chain, Finance, HR, and Commercial

  teams.
• Ensure forecast accuracy and smooth demand-supply coordination.
  
• Represent the region in leadership reviews and strategic discussions.
  

Key Skills & Competencies

• Strong understanding of

  HPC category dynamics and GT-led distribution models

• Proven expertise in

  large-scale distributor and team management

• Strategic thinking with strong execution rigor
  
• Excellent analytical, negotiation, and decision-making skills
  
• High energy, result-oriented leadership style
  
• Strong stakeholder and cross-functional management capability
  

Educational Qualification

• MBA / PGDM in Sales & Marketing from a reputed institute
  
• Graduation mandatory
  

Preferred Background

• Experience with

  large FMCG organizations

  handling food categories
• Exposure to

  multi-state or complex regions

• Experience in driving

  transformational growth, market expansion, or turnaround

  will be an added advantage