Description
ZONAL HEAD – GENERAL TRADE (ZM)
Location: Mumbai/Bengaluru
POSITION SUMMARY
The Zonal Head – South & West will be responsible for driving sales growth, market expansion, and
business profitability across the South and West regions of India. The incumbent will lead regional sales
teams, develop strategic business plans, strengthen key customer relationships, and ensure
achievement of revenue, market share, and profitability objectives while aligning with the organization’s
overall business strategy.
PURPOSE AND IMPACT OF YOUR ROLE
Develop and execute zonal sales strategies to achieve and exceed revenue, growth, and
profitability targets across South and West India.
Lead, mentor, and drive performance of Regional Sales Managers, Area Managers, and sales
teams to achieve organizational objectives.
Identify and expand key accounts, distribution channels, and target markets to strengthen
market presence and increase business opportunities.
Build and maintain strong relationships with key customers, distributors, influencers, and
stakeholders to drive customer satisfaction and business growth.
Monitor market trends, competition, customer insights, and industry developments to
identify opportunities for expansion, innovation, and product growth.
Collaborate with Marketing, Product, Supply Chain, and other cross-functional teams to
ensure alignment of sales initiatives with business objectives.
Drive sales planning, demand forecasting, budgeting, and pipeline management to ensure
predictable business performance.
Conduct regular business reviews, performance assessments, coaching, and capability-
building initiatives for regional teams.
Ensure effective utilization of sales management tools to track opportunities, customer
engagement, sales performance, and business analytics.
Lead negotiation and closure of strategic business opportunities and key accounts across the
assigned regions.
Maintain strong governance over sales operations, compliance, reporting, and execution
excellence.
Represent the organization at industry forums, customer meetings, business events, and
trade engagements.
Travel extensively across South and West India to support business growth initiatives and
customer engagement activities.
SKILLS & QUALIFICATIONS
MBA / Master’s Degree in Business Administration, Marketing, Sales, or a related discipline.
Minimum 12+ years of experience in sales and business development, with significant
experience managing multiple states or zones.
Proven track record of delivering aggressive sales targets and driving sustainable business
growth.
Strong leadership and people management capabilities with experience leading large
geographically dispersed teams.
Deep understanding of South and West India market dynamics, customer behavior, channel
ecosystem, and competitive landscape.
Strong strategic planning, business forecasting, and commercial acumen.
Excellent stakeholder management, communication, presentation, and negotiation skills.
Experience in B2B sales environments, preferably within Manufacturing, FMCG, Technology,
Consumer Durables, Industrial Products, or related sectors.
Strong analytical and problem-solving skills with data-driven decision-making capabilities.
Proficiency in CRM platforms and sales management tools such as Salesforce, HubSpot, or
equivalent systems.
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