Zonal Sales Manager

Role Overview

Zonal Sales Manager (ZSM)

Key Responsibilities

1. Sales Strategy & Planning

• Develop and implement zonal sales strategies aligned with overall organizational goals.
• Achieve revenue, profitability, and market share targets in the Independent Aftermarket segment.
• Monitor competitor activities, pricing, and product benchmarking to identify new business opportunities.
• Prepare and manage zonal sales budgets, forecasts, and performance reviews.

2. Business Development

• Build and strengthen a robust network of distributors, retailers, and mechanics across all states in the zone.
• Drive higher share of wallet (SOW) year-on-year through effective distribution management.
• Finalize target sign-offs with distributors and retailers; design and execute primary and secondary sales incentive schemes.
• Develop and implement a training calendar for mechanics on correct fitment procedures and product knowledge.

3. Team Leadership & Management

• Lead, mentor, and manage the performance of the zonal sales team, including Regional/State Managers and Market Sales Representatives (MSRs).
• Set clear performance goals, track KPIs, and ensure continuous capability enhancement.
• Establish a fixed journey cycle plan and monitor team efficiency and effectiveness.
• Foster a performance-driven, customer-centric culture within the team.

4. Customer Relationship Management

• Build and maintain strong relationships with distributors, key accounts, fleet owners, transporters, retailers, and mechanics.
• Resolve customer grievances promptly, ensure on-time deliveries, and maintain high service satisfaction levels.
• Collaborate with internal teams (production, logistics, finance) for smooth order execution and issue resolution.

5. MIS & Reporting

• Track, analyze, and report zonal sales performance, forecasts, and deviations.
• Provide market insights for pricing, product planning, and marketing campaign design.
• Submit accurate monthly and quarterly reports on sales performance and market trends to senior management.

Key Skills & Competencies

• Strong business acumen with deep knowledge of the Independent Aftermarket industry.
• Proven track record of scaling existing product lines and successfully launching new products.
• Strong analytical ability and proficiency in data-driven decision-making.
• Expertise in competitor analysis and formulating effective market penetration strategies.
• Strong leadership and influencing skills with the ability to drive high-performance teams.
• Excellent communication and interpersonal skills; fluency in local languages is essential.
• Entrepreneurial mindset with the ability to deliver 3x–5x growth within 3 years.