Zonal Sales Manager
Job Description
Zonal Sales Manager
Role Zonal Sales Manager
Title/Designation Assistant General Manager
Function Domestic Sales
Department Consumer Products Division - Sebamed
Reporting to General Trade Head
Job Grade/Level L6 (D)
Direct Reportees 3-4
Indirect Reportees 15-20
Role Objective: Oversee the implementation of sales strategies to achieve and exceed sales targets in the assigned
zone. Foster a positive organisational image among customers and within the industry while driving team performance
KEY RESPONSIBILITIES
Business Development and Strategy
? Develop and implement the sales strategy, strategic objectives, policies, initiatives and plans for the zone
? Supervise the creation of the annual budget for the zone and ensure alignment with strategic objectives
? Establish performance objectives for the zone and ensure their effective delivery
? Incorporate industry practices and emerging trends in product launches, sales training, and infrastructure
development activities
? Develop engagement and channel strategies based on customer preferences, market trends, and competitor activities
? Create credit policy framework to ensure standard credit limits across regions and monitor its implementation
? Support in business development by evaluating growth opportunities, such as new products, geographic expansion,
and acquisitions
? Cascade the zonal targets into area targets by providing direction and support to Area Sales Manager
Sales Management
? Ensure regular meetings with key accounts, distributors, and partners
? Conduct periodic review meetings with the team and provide updates to Head General Trade
? Oversee resource management, including sales reviews, stock forecasting, and distribution claims management
? Communicate performance updates, strategic initiatives, and business projections to key stakeholders
? Oversee product market and beat-wise analysis conducted by the team and guide them to enhance sales
performance
? Facilitate demand forecast by utilizing sales and operations planning tools including Sales and Operations Planning
(S&OP) and Sales Force Automation (SFA)
? Manage regular contacts and visits to company distribution centres
? Plan and track new product launches and sales promotion activities
? Enhance on-job effectiveness of Area Sales Managers
? Enhance process efficiency through sales force automation and sales capability development
? Drive the use of different tools like dashboards to develop actionable insights
? Monitor sales activities by conducting regular reviews and taking corrective actions
Supply Chain Management
? Appoint stockists based on USV's policies and practices
? Monitor and analyse market dynamics of supply chain to develop competitive intelligence strategies
? Perform audits on clearing and forwarding processes to verify discounts and validate random credit notes in the field
? Oversee the operations of the clearing and forwarding agent, including stock monitoring, billing, and collections, to
ensure effective inventory planning and control for immediate order fulfilment and to prevent overstocking
? Monitor strategies to enhance distribution reach and effective new product introductions through Go to Market
? Oversee complete channel distribution network across the entire zone, ensuring smooth and effective operations
? Oversee tour plans, conversion reports and documentation as per compliance norms and timelines
Stakeholder Engagement
? Coordinate with cross-functional teams such as Marketing, Finance, and Supply Chain to execute sales and ensure
organisational objectives are met
The above statements are intended to describe the general nature, level and expectations of work being performed by people assigned to this job They are not intended to be an exhaustive list of all the
required duties, responsibilities and job specifications / requirements and that individual entities may amend this list based on their specific requirements and business context
? Collaborate to expand distribution network and monitor retailing and merchandising activities
? Build relationships with local distribution partners to support their business and gradually enhance infrastructure
parameters
People and Culture
? Promote and embody the USV Credo
? Cultivate a positive and inclusive team culture that encourages collaboration and transparent communication
? Guide the development of the function’s workforce and recruitment plans
? Foster a culture of meritocracy through periodic performance reviews of direct and indirect reportees, providing
constructive feedback and recognition
? Oversee regular training to ensure the team has the latest knowledge and skills to excel and drive the organisation
forward
? Identify high-potential candidates in consultation with the Head General Trade and groom them to take up the next
role