Zonal Head South - General Trade Sales (PSS07625)

Reporting Structure: Zonal Head South - General Trade Sales

Reports to: Head - Trade Sales

Team Size: 3+

About the Role: PSS has been mandated to hire a Zonal Head, South - General Trade Sales for a leading electrical equipment manufacturing company.

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 the 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 the 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 them.
• 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.

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

Educational Qualifications:

• Graduation (any) 
• PGDM/ MBA (Sales & Marketing)

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