Role & responsibilities

Key Responsibilities

Sales & Business Development

- Achieve monthly, quarterly, and annual sales volume and revenue targets.
- Develop and execute zonal sales strategies aligned with company objectives.
- Drive primary and secondary sales across General Trade, Up-to-date Trade, and Institutional channels.
- Increase market share and numeric distribution across the assigned zone.
- Identify new business opportunities and expand into untapped markets.

Distributor Management

- Appoint, develop, and manage distributors.
- Monitor distributor ROI, stock availability, and inventory levels.
- Ensure healthy stock rotation and minimize expiry and damages.
- Improve distributor productivity and profitability.

Team Management

- Lead, coach, and mentor Area Sales Managers and field sales teams.
- Set KPIs and monitor performance.
- Conduct regular performance reviews and field coaching.
- Recruit, train, and retain high-performing sales professionals.

Trade Marketing & Execution

- Ensure effective implementation of trade schemes and promotional campaigns.
- Improve product visibility through merchandising and in-store execution.
- Monitor cooler placement, POSM utilization, and branding activities.
- Execute market activations to increase brand awareness and sales.

Market Expansion

- Increase numeric and weighted distribution.
- Develop new distributors and retail outlets.
- Strengthen relationships with wholesalers, retailers, and key accounts.




- Monitor competitor activities and recommend strategic actions.

Sales Planning & Forecasting

- Prepare monthly sales forecasts and demand plans.
- Coordinate with supply chain and production teams to ensure product availability.
- Monitor sales trends and recommend corrective actions.

Financial & Commercial Control

- Manage sales budgets and trade spends.
- Monitor collections and credit control.
- Improve sales profitability and ROI.
- Ensure compliance with pricing policies and commercial guidelines.

Reporting & MIS

- Review sales reports and KPIs.
- Analyze market performance and distributor productivity.
- Present business reviews to senior management.
- Maintain accurate sales forecasting and market intelligence reports.

Key Performance Indicators (KPIs)

- Sales Target Achievement (%)
- Primary Sales
- Secondary Sales
- Market Share Growth
- Numeric Distribution
- Weighted Distribution
- New Outlet Addition
- Distributor ROI
- Product Availability
- Collection Efficiency
- Cooler Productivity
- Strike Rate
- Beat Productivity
- Sales Team Productivity

Educational Qualification

- Bachelor's Degree in Business Administration, Marketing, or Commerce.
- MBA (Sales & Marketing) preferred.

Experience

- 1015 years of FMCG/Beverage sales experience.
- Minimum 3–5 years as Area Sales Manager or Regional Sales Manager.
- Proven experience managing multi-state operations and distributor networks.

📌 Zonal Sales Manager (Surat)
🏢 Sosyo Hajoori
📍 Surat