REPORTING TO: Head - Trade Sales
TYPE OF ROLE: People Management Role
LOCATION: Respective Zonal Offices
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
Secondary Sales Ownership: Drive zonal level secondary sales targets and monitor their achievement through sales teams.
Primary Sales Ownership: Drive primary sales targets across states, ensuring productive stock movement from company to distributors
Primary/Secondayr Phasing/Billing Efficiency: Deliver Weekly phasing plans and ensure smooth, efficient 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

📌 Zonal Head (Mumbai)
🏢 Bajaj Electricals
📍 Mumbai