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 effective 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, efficient 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 teams to improve performance.
- Recruitment & Handholding: Support the recruitment of teams and mentor them during onboarding.

-In market

- Market Intelligence: Analyse competitive landscapes and identify opportunities across states for strategic action.
- Anticipate market trends and have plans to address the same
- Liaisoning with Cross functional Teams: Liasoning with cross functional teams (Marketing, Logistics, Supply Chain, HR) regularly
- Scheme Optimization & Loyalty Management: Approve and oversee BTL marketing efforts and retailer loyalty programs.
- Process Efficiency Improvement: Introduce and monitor process improvement initiatives to enhance productivity.
- Driving Weighted & Numeric Distribution: Push for improved numeric and weighted distribution metrics across all regions.
- Increasing Category-Level Market Share: Develop strategies to grow market share for core and emerging categories.
- Sales IT Execution: Adoption and use of sales IT tools across the zone.

-Projects

- Strategic Initiatives/Projects: Lead strategic zonal projects, aligning with corporate goals.

EDUCATIONAL QUALIFICATIONS

- Graduation (any)
- PGDM/ MBA (Sales & Marketing)

WORK EXPERIENCE

- 10-15 years of experience preferably in FMCD /FMCG/ Consumer durables
- At least 7-10 years of experience in a team leading role
- Should have experience in B2C Sales & Marketing

NO OF REPORTEES

Regional Manager - Trade Sales, Sales Coordinator

INTERNAL / EXTERNAL INTERFACE

- SCM
- Logistics/warehouse
- Marketing
- ABM
- Channel Partners
- RCMs

BEHAVIORAL COMPETENCIES

- Think Beyond
- Put Consumer First
- Collaborate to Win
- Develop Talent
- Be the Best
- Be Agile

📌 Zonal Head - Trade Sales (West) (Mumbai)
🏢 Bajaj Electricals
📍 Mumbai