Zonal Sales Manager - FMCG

Job Description

Position Purpose : - Purpose for coordination of sales & distribution activities in respective zones. - Accountable for achieving sales & distribution objectives, team performance & development and controlling sales expenses. Drives sales strategyKey Accountability : Strategic Accountability:- Plan, create, direct and implement Sales strategies and programs to achieve (or exceed) set Sales objectives.- Based on marketing reports and sales performance, revise strategies. This revision may be done on a monthly or quarterly basis.- Regular meetings with key customers to understand their future plan, pain-points and to resolve issues.- Support sales leaders in resolving day-to-day issues. He or she will be the point of contact to drive and implement these changes.- Ensure that the team engages in active selling to ensure that up selling and cross selling of the products happen so as to improve market share- Ensure that the new products introduced by the company are being effectively push into the market, Conduct channel partner evaluation.Operations Accountability:- Ensures that all sales team members meet or exceed all activity standards for face-to-face meetings, appointments and closes.- Directs activities of the zonal team & field sales staff to ensure as per the business plans and policies. Establishes sales territories and their targets.- Develops and strengthens relationships with strategic and top customers. Support/coach/train subordinates in developing/improving their relationship with customer or distributor.- Prepare weekly sales and marketing reports for Sales Head- Drive initiatives to improve accurate demand forecasting and be the lead stake-holder in the annual business planning as well as S&OP exercise- Coaches and mentor area/ regional teams and enable them to be better mentors and coaches for their front line sales teams. Coach, train and support them in managing their task effectively.- Conduct the recruitment of sales personnel in coordination with the VP - Sales.- Ensure that regular follow ups are made for achieving targeted sales growth.- Ensure that all compliance activities such as compliance to DMS reporting, Sales Force Automation etc are mandatory.Essential Qualifications: - Bachelors degree from an accredited University, MBA preferred from any field.Required Experiences: - 15-20 years of experience in FMCG industry preferably food & beverage- 5+ yrs of experience leading the sales and marketing function - History of managing a large number of SKUs, product lines, geographies, market channels, and marketing activities- Demonstrated success in developing and fostering relationships with distributors while sales numbers, superior performance and continuous improvement- Prior experience in DMS and Sales Force Automation will be added advantage.Competency Framework: - Productivity- Plan attainment- Gap identification.- Getting Results. - Analytical Thinking. - Process Orientation. - Auditing.- Excel Knowledge.- Business Case presentation. Additional Personal Attributes: - Demonstrated expertise in sales, marketing and distribution channel management- Skilled in organizational planning and development, people development and leadership- Data/statistical analytical abilities and able to interpret and capitalize on market data.Key Internal Relationships: - Logistics - Coordination with the logistics for dispatch- Planning - Coordinate to ensure compliance towards the plan - HR - Manpower requirements and planning- Warehouse - Coordination with the logistics for dispatchKey External Relationships: NoneThis job opening was posted long time back. It may not be active. Nor was it removed by the recruiter. Please use your discretion.,

Keyskills :
team performancebusiness planningbusiness casenetworkingcross sellingsales performanceretailmarketingfield salesbusiness developmentsales