Job Description – Zonal Head (FMCG)
Position: Zonal Head
Industry: FMCG (Fast-Moving Consumer Goods)
Location: As per assigned Zone
Role Overview:
The Zonal Head – Sales & Marketing will be responsible for driving business growth, managing sales operations, developing market strategies, and achieving revenue targets across the assigned zone. The incumbent will lead and mentor regional sales teams, strengthen distribution networks, enhance market penetration, and ensure effective execution of sales and marketing initiatives.
Key Responsibilities:
Sales Management
- Develop and implement zonal sales strategies to achieve business objectives and revenue targets.
- Drive primary and secondary sales across the assigned zone.
- Monitor sales performance and ensure achievement of monthly, quarterly, and annual targets.
- Analyze sales trends, market dynamics, and competitor activities to identify growth opportunities.
- Prepare sales forecasts, budgets, and business plans.
Distribution & Channel Management
- Expand and strengthen the distribution network across the zone.
- Ensure effective management of distributors, wholesalers, retailers, and key channel partners.
- Monitor distributor profitability, inventory levels, and stock movement.
- Ensure optimum product availability and market coverage.
Marketing & Brand Development
- Execute regional and zonal marketing initiatives in alignment with the company's brand strategy.
- Plan and monitor promotional activities, trade schemes, and market activation programs.
- Ensure effective implementation of branding and merchandising activities.
- Gather market intelligence and customer feedback to support product and marketing decisions.
Team Management
- Lead, guide, and motivate Regional Sales Managers, Area Sales Managers, and field sales teams.
- Set performance goals and conduct regular performance reviews.
- Identify training needs and develop team capabilities.
- Foster a high-performance and result-oriented work culture.
Business Development
- Identify new business opportunities, emerging markets, and potential customer segments.
- Develop strategies for market expansion and increased market share.
- Establish and maintain strong relationships with key customers and stakeholders.
Reporting & Compliance
- Prepare and present MIS reports, sales reports, and business reviews to senior management.
- Ensure adherence to company policies, sales processes, and compliance standards.
- Monitor trade receivables and ensure timely collection from channel partners.
Key Skills & Competencies:
- Strong knowledge of FMCG sales and distribution management.
- Excellent leadership and team management skills.
- Strong analytical and strategic planning abilities.
- Sound understanding of channel sales, trade marketing, and market development.
- Excellent negotiation, communication, and interpersonal skills.
- Proficiency in MS Office, ERP systems, and sales automation tools.
- Ability to work under pressure and achieve aggressive business targets.
- Strong problem-solving and decision-making skills.
Qualifications & Experience:
- Bachelor's Degree in Business Administration, Marketing, Commerce, or a related field.
- MBA in Sales & Marketing will be preferred.
- Minimum 8–10 years of experience in FMCG Sales & Marketing.
- Proven track record of achieving sales targets and managing large sales teams.
- Experience in handling multi-state operations and distribution networks.
- Strong exposure to trade marketing and channel management.
- Willingness to travel extensively across the assigned zone.
Salary Range: 18 Lakh – 24 Lakh per annum
Employment Type: Full-time / Permanent
Pay: ₹1,800,000.00 - ₹2,400,000.00 per year
Work Location: In person
