Zonal Head - Trade Sales (West)

Job description

**REPORTING TO:** Head - Trade Sales **TYPE OF ROLE:** People Management Role **BU/ DIVISION:** Consumer Products- Trade Sales **JOB PURPOSE** The Zonal Head is responsible for setting strategies and driving performance across multiple states in a specific region. They act as the bridge between corporate leadership and state-level execution. **KEY RESPONSIBILITIES** -Business - Primary Sales Ownership: Drive primary sales targets across states, ensuring efficient stock movement from company to distributors. - Secondary Sales Ownership: Drive zonal level secondary sales targets and monitor their achievement through sales teams. - Primary Phasing/Billing Efficiency: Deliver Weekly phasing plans and ensure smooth, efficient primary billing at zonal levels. - NPD Commercialization & Premiumization: Delivery NPD commercialization & premiumization targets. - Zonal EBIT Focus: Zonal head to drive EBIT through product mix and channel mix optimization -Forecast - Forecasting and Planning: Lead zonal level demand forecasting to support inventory planning. -GTM - Channel Management: Design and oversee channel strategies to ensure seamless distribution across states. - Evaluate channel partner performance and optimize channel structures. - GTM Strategy Rollout: Develop and roll out the GTM strategy across the zone. - Align & download to state heads and ensure consistent execution. - Distributor Infrastructure Development: Guide and evaluate distributor onboarding, expansion, and optimization strategies. - Oversee distributor profitability across the zone, ensuring healthy ROI and smooth working capital. - Ensuring timely collection of channel finance and BEL outstanding for zone - Inventory Management: Ensure optimal inventory levels at zonal warehouses and distributor locations. -People - People Development: Build leadership pipelines by mentoring state heads and fostering cross-functional collaboration. - Building Sales Capability: Implement training programs for state and regional teams to improve performance. - Recruitment & Handholding: Support the recruitment of teams and mentor them during onboarding. -In market - Market Intelligence: Analyse competitive landscapes and identify opportunities across states for strategic action. - Anticipate market trends and have plans to address the same - Liaisoning with Cross functional Teams: Liasoning with cross functional teams (Marketing, Logistics, Supply Chain, HR) regularly - Scheme Optimization & Loyalty Management: Approve and oversee BTL marketing efforts and retailer loyalty programs. - Process Efficiency Improvement: Introduce and monitor process improvement initiatives to enhance productivity. - Driving Weighted & Numeric Distribution: Push for improved numeric and weighted distribution metrics across all regions. - Increasing Category-Level Market Share: Develop strategies to grow market share for core and emerging categories. - Sales IT Execution: Adoption and use of sales IT tools across the zone. -Projects - Strategic Initiatives/Projects: Lead strategic zonal projects, aligning with corporate goals. **EDUCATIONAL QUALIFICATIONS** - Graduation (any) - PGDM/ MBA (Sales & Marketing) **WORK EXPERIENCE** - 10-15 years of experience preferably in FMCD /FMCG/ Consumer durables - At least 7-10 years of experience in a team leading role - Should have experience in B2C Sales & Marketing **NO OF REPORTEES** Regional Manager - Trade Sales, Sales Coordinator **INTERNAL / EXTERNAL INTERFACE** - SCM - Logistics/warehouse - Marketing - ABM - Channel Partners - RCMs **BEHAVIORAL COMPETENCIES** - Think Beyond - Put Consumer First - Collaborate to Win - Develop Talent - Be the Best - Be Agile