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, effective 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 team

📌 Zonal Head (Mumbai)
🏢 Bajaj Electricals
📍 Mumbai