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.

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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.

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 Conduct regular business reviews, performance assessments, coaching, and capability-

building initiatives for regional teams.

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 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.

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 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.