Zonal sales manager - up & mp

The ZSM achieves and exceeds value and volume sales & market share objectives in their zones through effective distribution, timely network investment and by efficiently and effectively managing their field force.
Essential Duties and Responsibilities:
Sales & Growth Delivery
Achieve net sales target and market share
Business forecasting, projecting and driving desired results
Identifying opportunities to build business
Distribution Expansion & Channel Development
Ensure stable distributor network both in Urban and Non-Urban markets
Set, Monitor and ensure achievement of brand wise, area wise distribution targets.
Ensure proper identification, activation and management of wholesale and SS channel to improve indirect coverage
Drive efficiencies on ground through right training of the team
Trade Marketing Execution
Develop innovative plans to activate markets basis local knowledge and share with HO in a timely manner
Ensure high-impact execution of trade schemes (visibility, POSM, retailer adoption)
Maximize ROI and budget utilization on trade promotions
Market Intelligence & Competition Tracking
Generate actionable market insights
Drive timely interventions aligned with market dynamics
Team Leadership & Capability Building
Coach, mentor and motivate field force to ensure performance maximization
Ensure timely alignment of team on all initiatives and plans of the company
Talent management and creating talent roadmap
Required Skills:
Technical Skills:
Strong expertise in sales & distribution channel management
Solid understanding of P&L, trade spends, and ROI modeling
Skilled in sales data analysis with actionable insight generation
In-depth knowledge of regional market dynamics, consumer behavior & competition
Proficient in distributor management and GTM strategy execution
Experienced in sales automation tools (DMS/SFA)
Working knowledge of marketing initiatives
Strong analytical and problem-solving skills
Behavioral Skills:
Effective communicator
High ownership mindset with entrepreneurial drive
Strong planning, execution, and multitasking abilities
Result-oriented with a sharp sales and customer focus
Advanced negotiation and relationship-building skills
Proven leadership in managing large, diverse frontline teams
Agile decision-maker in dynamic field scenarios
Ability to influence cross-functional teams and navigate ambiguity
Qualification:
MBA from premier Institute with 8-12 years of experience in Sales & Trade Marketing
Must have experienced Team handling and Leadership role
Experience of working in east region of India will be an added advantage