Zonal Head - Trade Sales (West)

REPORTING TO: Head - Trade Sales

TYPE OF ROLE: People Management Role

BU/ DIVISION: Consumer Products- Trade Sales

JOB PURPOSE

The Zonal Head is responsible for setting strategies and driving performance across multiple states in a specific region. They act as the bridge between corporate leadership and state-level execution.

KEY RESPONSIBILITIES

-Business

• Primary Sales Ownership: Drive primary sales targets across states, ensuring efficient stock movement from company to distributors.
• Secondary Sales Ownership: Drive zonal level secondary sales targets and monitor their achievement through sales teams.
• Primary Phasing/Billing Efficiency: Deliver Weekly phasing plans and ensure smooth, efficient primary billing at zonal levels.
• NPD Commercialization & Premiumization: Delivery NPD commercialization & premiumization targets.
• Zonal EBIT Focus: Zonal head to drive EBIT through product mix and channel mix optimization

-Forecast

• Forecasting and Planning: Lead zonal level demand forecasting to support inventory planning.

-GTM

• Channel Management: Design and oversee channel strategies to ensure seamless distribution across states.
• Evaluate channel partner performance and optimize channel structures.
• GTM Strategy Rollout: Develop and roll out the GTM strategy across the zone.
• Align & download to state heads and ensure consistent execution.
• Distributor Infrastructure Development: Guide and evaluate distributor onboarding, expansion, and optimization strategies.
• Oversee distributor profitability across the zone, ensuring healthy ROI and smooth working capital.
• Ensuring timely collection of channel finance and BEL outstanding for zone
• Inventory Management: Ensure optimal inventory levels at zonal warehouses and distributor locations.

-People

• People Development: Build leadership pipelines by mentoring state heads and fostering cross-functional collaboration.
• Building Sales Capability: Implement training programs for state and regional teams to improve performance.
• Recruitment & Handholding: Support the recruitment of teams and mentor them during onboarding.

-In market

• Market Intelligence: Analyse competitive landscapes and identify opportunities across states for strategic action.
• Anticipate market trends and have plans to address the same
• Liaisoning with Cross functional Teams: Liasoning with cross functional teams (Marketing, Logistics, Supply Chain, HR) regularly
• Scheme Optimization & Loyalty Management: Approve and oversee BTL marketing efforts and retailer loyalty programs.
• Process Efficiency Improvement: Introduce and monitor process improvement initiatives to enhance productivity.
• Driving Weighted & Numeric Distribution: Push for improved numeric and weighted distribution metrics across all regions.
• Increasing Category-Level Market Share: Develop strategies to grow market share for core and emerging categories.
• Sales IT Execution: Adoption and use of sales IT tools across the zone.

-Projects

• Strategic Initiatives/Projects: Lead strategic zonal projects, aligning with corporate goals.

EDUCATIONAL QUALIFICATIONS

• Graduation (any)
• PGDM/ MBA (Sales & Marketing)

WORK EXPERIENCE

• 10-15 years of experience preferably in FMCD /FMCG/ Consumer durables
• At least 7-10 years of experience in a team leading role
• Should have experience in B2C Sales & Marketing

NO OF REPORTEES

Regional Manager - Trade Sales, Sales Coordinator

INTERNAL / EXTERNAL INTERFACE

• SCM
• Logistics/warehouse
• Marketing
• ABM
• Channel Partners
• RCMs

BEHAVIORAL COMPETENCIES

• Think Beyond
• Put Consumer First
• Collaborate to Win
• Develop Talent
• Be the Best
• Be Agile