POSITION TITLE
Zonal Sales Manager
DIVISION/ DEPT.
Biscuits
REPORTS TO
Director Sales
LOCATION
Lucknow ( UP)
POSITION PURPOSE
Primary purpose of the position
To understand the market in the Zone and devise sales strategy accordingly to meet targets in terms of volumes, price margins, market access and distribution network. To increase sales and profitability for the assigned regions/zones.To drive and motivate his team to achieve set goals and targets.
PRINCIPLE ACCOUNTABILITIES
Main responsibilities/ Principal duty
- Prepare the business plan for the zone and responsible for the coverage, budgeted volume numbers, distribution commitments and profitability and revenue as determined in sales budget
- Develop strategies and plans to expand market and improve market share in the region
- Monitor and control the sales budget to ensure optimum utilization of resources in the zone
- Develop and maintain an efficient distribution network to ensure the comprehensive availability of company's products and services across the region to achieve or exceed the sales targets
- Develop and maintain an efficient distribution network and efficient routing to ensure timely deliveries and superior levels of service to end consumers
- Co-ordinate with Finance & Accounts to ensure compliance with all financial norms to control collections and receivables
- Conduct regular market visits to check route coverage, competitor activity and continuously search for new opportunities in order to increase sales in the region
- Coordinate and partner with marketing to ensure promotional activities in the market place to derive maximum benefit of brand and activation initiatives
- Ensure brand presence for products in the minds of channel partners/distributors as well as consumers
- Coordinate with the Human Resources and the Line Managers to efficiently implement HR initiatives and skill development ideas so as to motivate and lead a High Performance Team.
- Motivate team members, either through personal counseling and/or imparting training in tactical selling skills to improve and enhance their capabilities and sales performance
- Develop the organization structure and ensure the right calibre of staffing and appropriate training to meet all job requirements
ENVIRONMENT
What external factors(competition/government controls/market locations etc) affect achievement of the position accountabilities
- Competition Activities
- People
- Organizational change
SKILL REQUIREMENTS/ BEHAVIOURIAL TRAITS
- Excellent communication skills
- Knowledge of market and environment in terms of competition, subsititutes, threats and opportunities
- Aggressive approach in selling and commitment to targets
- Ability to articulate vision for the brand
- Great people and influencing skills
- Developing People
EDUCATION / EQUIVALENT EXPERIENCE
- Graduate, 8-12 yrs of relevant FMCG Experience
- MBA preferred
SPECIALIZED KNOWLEDGE AND / OR SKILLS
- Excellent presentation skills
- Strong leadership skills
- Commitment to achieving the sales targets
- Creative
- Problem solver especially in crisis situations
- Good managerial skills
POSITION CONTACTS
Frequency & Purpose of the contacts which the position requires
- Sales Director and Department Heads
- SCM
- Distributor and Business Partners
- ASMs and Filed Staff
- HR- HRBP
- Finance
OTHER REQUIREMENTS ( If any)
Prepared by Mayank Arora on 7th November 2016
Aligned With
Panel Requirements MD/ SD/ HR
