Zonal Sales Manager

Key Responsibilities

1. Sales Strategy & Business Development

• Develop and implement zonal sales strategies to achieve targets for heavy machinery and related services.
  
• Identify new market opportunities across construction, mining, infrastructure, earthmoving, agriculture, and industrial sectors.
  
• Conduct market analysis and competitor benchmarking to define regional action plans.
  

2. Revenue & Target Achievement

• Achieve monthly, quarterly, and annual sales targets for machines, attachments, AMCs, and spare parts.
  
• Manage sales funnel, forecasting, and customer pipelines to ensure consistent business growth.
  
• Ensure optimal product mix and promote premium models and value-added offerings.
  

3. Dealer & Channel Management

• Manage and develop dealer/distributor networks for sales, service, and spare parts.
  
• Plan dealer performance reviews, capability development, and incentive plans.
  
• Ensure dealers adhere to brand standards, pricing policies, and customer support requirements.
  

4. Key Customer & Project Management

• Build strong relationships with key accountscontractors, mining companies, rental agencies, government bodies, EPCs, and infrastructure players.
  
• Support major tenders, project bids, and negotiations.
  
• Ensure timely execution of demo activities and field trials.
  

5. Team Leadership

• Lead and motivate Area Sales Managers, Sales Executives, and Product Specialists.
  
• Conduct training sessions on product knowledge, sales techniques, and market intelligence.
  
• Review team performance using KPIs and drive continuous improvement.
  

6. Product & Technical Support

• Collaborate with product, service, and engineering teams to deliver solutions tailored to customer needs.
  
• Provide guidance on machine specifications, productivity benefits, and ROI calculations.
  
• Support complaint handling and ensure high uptime through coordination with after-sales support.
  

7. Commercial & Operational Management

• Oversee price negotiations, commercial terms, and order finalization.
  
• Ensure compliance with credit terms, payment collections, and receivable management.
  
• Coordinate with logistics and service teams for timely delivery and installation.
  

8. Reporting & Compliance

• Prepare zonal sales MIS, market insights, competitor activity reports, and business forecasts.
  
• Ensure adherence to company policies, legal norms, and safety standards.

Experience

• 812+ years of experience in sales of heavy machinery (construction equipment, earthmoving, mining equipment, cranes, forklifts, etc.).
  
• Prior experience managing a region or zone and handling teams/dealers.
  

Technical Skills

• Strong understanding of heavy machinery specifications, productivity metrics, and application engineering.
  
• Ability to conduct ROI analysis and justify machine selection based on customer needs.
  
• Knowledge of tendering, government procurement, and major project cycles.
  

Soft Skills

• Leadership and team management
• Negotiation and commercial acumen
• Strong communication and presentation skills
• Customer relationship management
• Problem-solving and decision-making