Job Description – Regional Sales Manager
Company: Zebec Food and Beverages Pvt. Ltd.
Brand: ONZ
Location: Chennai / Field-Based
Department: Sales & Distribution
Reporting To: Head of Sales / Management
Assigned Territory
The Regional Sales Manager will be responsible for developing and managing ONZ’s business across the North Arcot and South Arcot regions of Tamil Nadu.
The role will involve extensive travel across the assigned territory for distributor development, market expansion, retailer coverage and sales team management.
⸻
Role Overview
Zebec Food and Beverages Pvt. Ltd., the company behind the ONZ brand, is looking for an experienced and highly result-oriented Regional Sales Manager to build and grow the sales and distribution business across the assigned North Arcot and South Arcot territory.
The candidate will be responsible for appointing and managing distributors, developing new markets, expanding retail coverage, driving primary and secondary sales and building a strong field sales organisation.
The ideal candidate should have strong experience in the FMCG, beverage, food and beverage, packaged drinking water or consumer products industry, with a proven understanding of the Tamil Nadu market and distributor-led General Trade business.
⸻
Key Responsibilities
Sales & Business Development
* Achieve monthly, quarterly and annual sales targets for the assigned territory.
* Develop and execute a sales growth strategy for North Arcot and South Arcot.
* Increase ONZ’s sales volume, revenue and market presence.
* Identify high-potential cities, towns and markets for expansion.
* Monitor primary and secondary sales performance.
* Take immediate corrective action to address underperformance.
Distributor Development & Management
* Identify and appoint capable distributors across the assigned territory.
* Evaluate distributors based on financial strength, market reach, infrastructure and sales capability.
* Ensure timely activation and onboarding of new distributors.
* Drive distributor productivity and business growth.
* Monitor distributor inventory and product availability.
* Identify and address underperforming distributors.
* Build strong, professional relationships with distributors while maintaining commercial discipline.
Sales Team Management
* Recruit, train and manage the sales team across the territory.
* Lead and monitor:
* Area Sales Executives
* Territory Sales Executives
* Sales Officers
* Sales Executives
* Set clear targets and market coverage plans.
* Monitor field productivity and discipline.
* Conduct regular market visits and joint working with the sales team.
* Coach and mentor team members to improve sales performance.
* Identify manpower gaps and coordinate with HR for recruitment.
General Trade & Retail Coverage
* Expand ONZ’s General Trade distribution network.
* Increase the number of active retail outlets.
* Improve product availability across the territory.
* Ensure strong visibility at retail outlets.
* Develop effective beat plans and outlet coverage systems.
* Improve secondary sales and repeat orders.
* Monitor execution of schemes and market activities.
Market Expansion
* Identify new districts, towns and markets for ONZ expansion.
* Develop market-entry plans for new territories.
* Appoint distributors and deploy sales resources in new markets.
* Monitor new-market performance and achieve defined activation targets.
Collections & Commercial Discipline
* Ensure timely collection of payments and distributor outstanding amounts.
* Monitor credit exposure and receivables.
* Follow company commercial and credit policies.
* Work with management to minimise overdue payments.
Competition & Market Intelligence
* Monitor competitor products, pricing, schemes and distribution activities.
* Collect regular market intelligence.
* Identify local opportunities and threats.
* Provide actionable market feedback to Management.
Reporting & MIS
* Submit regular reports covering:
* Primary Sales
* Secondary Sales
* Distributor Performance
* Retail Outlet Coverage
* Team Productivity
* Inventory
* Collections and Outstanding
* New Market Development
* Provide regular updates and growth plans to the Head of Sales and Management.
⸻
Key Performance Indicators (KPIs)
* Achievement of sales targets.
* Revenue and volume growth.
* Growth in active distributors.
* Distributor productivity.
* Primary and secondary sales growth.
* Growth in active retail outlets.
* New market development.
* Sales team productivity.
* Product availability and visibility.
* Collection efficiency.
* Reduction in outstanding receivables.
⸻
Required Experience & Profile
* Minimum 8–15 years of sales and distribution experience.
* Strong experience in FMCG, beverages, food and beverage, packaged drinking water or consumer products.
* Proven experience managing distributors and General Trade sales.
* Strong knowledge of the North Arcot and South Arcot markets is highly preferred.
* Experience managing a geographically distributed sales team.
* Strong ability to appoint and develop distributors.
* Proven ability to develop new markets and grow secondary sales.
Preferred Previous Roles
* Regional Sales Manager
* Regional Business Manager
* Area Sales Manager
* Senior Sales Manager
⸻
Key Skills
* FMCG and beverage sales expertise.
* Distributor appointment and management.
* General Trade experience.
* Market expansion and territory development.
* Sales team leadership.
* Strong negotiation and relationship management skills.
* Sales forecasting and inventory understanding.
* Collection and credit management.
* Strong knowledge of the Tamil Nadu market.
* Willingness to travel extensively across the assigned territory.
Why Join ONZ?
This role offers an opportunity to take ownership of a significant territory and directly build ONZ’s sales and distribution presence.
The Regional Sales Manager will play a key role in establishing ONZ across North Arcot and South Arcot, building the distributor network, developing the sales team and driving long-term market growth.
Candidates with an existing understanding of the local FMCG and beverage market, distributor relationships and General Trade network in the assigned territory will be strongly preferred.
Pay: ₹900,000.00 - ₹1,000,000.00 per year
Benefits:
Work Location: In person
