Zonal Sales Manager FMCG

  • 7-13 yrs
  • Not Disclosed

Job Description

We have an urgent opening for ZSM with our Client in FMCG industry.

Location Chennai


Understands business and is able to create & execute growth plans through systematic planning & organising

Identifies & quantify 'sources of growth' and build plans accordingly (Focus Areas & Enablers, Annual Plan)

Effectively looks at both internal and external data sets to make robust area growth plans

Identifies trends from the data, correlate business growth with market intelligence and come out with required inferences

Ensures superior communication of objectives through Area review meets

Develops an ability to plan and execute effective long range area sales growth plan

Leads the trade marketing inputs planning (schemes activation)for his her zone from a perspective of investment & opportunity to gain in the market

Manages accurate stock planning & logistics (Launch Estimates) and sales forecast at monthly level

Demonstrates deep understanding of customers, shoppers and competitors

Leads the Channel strategy and infrastructure development agenda for his her zone

Develops strong win win relationships with the channel partners in the market

Actively listens to Channel Partner and Trade partners ' feedback and takes necessary action to improve overall quality of service to our partners.

Influences channel partners look at the medium to long term picture while asking them for the required investments.

Contributing towards controlling investment at dealer level and ensuring profitable ROI as per norms.

Responsible for distributor inventory management and demand planning.

Liaising with commercial on APP and claim Clearance and ensuring 100% NOC with in timelines.

Build & Lead a strong & capable team.

Responsible for identifying & attracting the best talent from diverse sources.

Leads a teams of managers towards delivery of the growth agenda through the opportunities addressed by

Key Geography

Key Channels

Key People

Key Categories & Brands

Sales Infrastructure & processes

Identifies & differentiate talent basis performance & potential

Coaches & inspires Area Sales Managers to execute broad market plans and achieve stretch goals and drive best in class future ready capability at all levels.

Develops his team through robust development plans, based on each individual's competency gaps and growth aspiration and prepares them for larger roles within organisation.

Build capability with the team for technological approach and knowledge

Flawless Execution

Delivers the annual operating plan deliverables for the zone.

Leads his her team to execute sales development agenda for the zone

Works closely with trade marketing and brand teams to extensively build the brand and value proposition in the market

Execute specific channel trade programs & distributor engagement initiatives in collaboration with regional trade sales development team.

Works closely with regional trade & sales development team to execute all marketing initiatives viz. New product Launches, Marketing Activation Programs, Shopper Insighting Programs.

Develops understanding and successfully roll out pilots and projects as per SOP

Responsible for trade spends and effective usage of allotted BTL budget, to provide maximum growth in the market.

Keep track of best in class trends by competition in the market, effectively mitigates competitive threats by making appropriate action plans along with the central teams.

Responsible for demand planning for the zone and achieving forecast for the Zone by maintaining 90%+ accuracy.

Ensuring Replenishment adherence.


Post Graduate degree (MBA) in Sales & marketing from a premier B school (2008 2009) passout.

Total experience in the range of 6 8 years in Sales Trade Marketing Sales Development of which at least 4 5 years should be in Line Sales in FMCG sector. Strong understanding of S&D systems & processes in both Urban & Rural is a must.

Direct Indirect on the job exposure to upcountry markets in South would be a good advantage.

The incumbent should have led a team, be strong on execution and acquired a well developed ability in influencing senior business leaders.

Deep Analytical and critical thinking skills

Good interpersonal skills to navigate cross functional teams

Able to work under pressure and meet deadlines

Capable of managing indirect teams

Proactive planning and priority setting skills

Ability to thrive in ambiguity & demonstrates high energy, drive & perseverance

Highly consumer and customer centricity

If you are interested please apply with your Current CTC and Updated resume ASAP.

Please do contact us, should you need any further information.