Zonal Sales Manager - FMCG (8-15 yrs)

We are hiring for a Tier 1 MNC Company into FMCG Sector. Client is a market leader and ranked in top 10 in Indian market for it's positioning.

We are hiring for PAN India (all 4 Regions - North, East, South and West).

Currently client is in the process of moving existing ZSM's to various different roles as part of their succession plan.

Candidate Profile:

- MBA from Tier 1 / 2 college with 8 yrs to 15 yrs work experience range.

- Experience in team handling and core FMCG Sector is a must, product line can be Food, Personal Care, Home & Hygiene etc.

- Candidate who is flexible with locations, will have an advantage.

Role Summary:

- We are seeking a dynamic and results-driven Zonal Sales Manager to lead the General Trade business across the assigned zone. The role demands sharp business acumen, strong leadership capabilities, and a deep understanding of FMCG sales dynamics. The ZSM will be accountable for the P&L of the zone, driving revenue growth through strategic business planning, people leadership, effective GTM execution, and robust trade activations.

Key Responsibilities:

P&L and Business Ownership:

- Own and drive the zonal P&L, ensuring topline growth and bottom-line profitability.

- Develop and execute annual business plans, aligned with organizational goals and market potential.

- Analyze market trends and internal performance data to drive strategic decisions.

People Management & Leadership:

- Lead, coach, and develop a high-performing team of Area Sales Managers, Sales Officers, and Distributor Sales Representatives.

- Foster a culture of performance, ownership, and continuous improvement.

- Conduct regular reviews and capability-building initiatives to drive team productivity.

Go-To-Market (GTM) Execution:

- Implement and optimize the GTM strategy for coverage, availability, and outlet execution across general trade.

- Strengthen distribution infrastructure and channel effectiveness to maximize market reach.

- Ensure availability of the right SKUs at the right place and time through effective demand forecasting and execution.

New Product Launches:

- Plan and execute seamless new product launches in coordination with marketing and supply chain teams.

- Monitor launch KPIs and ensure quick traction and uptake in the market.

Trade Marketing & Activation:

- Drive impactful trade promotion campaigns and visibility initiatives to enhance brand presence.

- Collaborate with the trade marketing team to execute region-specific activations that influence consumer and retailer behavior.

Strategic Business Planning:

- Track competition, market movements, and consumer preferences to make agile and informed business decisions.

- Work closely with cross-functional teams including marketing, finance, and supply chain for efficient execution.

Qualifications & Experience:

- MBA/PGDM in Sales & Marketing or related field. (Tier 1 / 2 B School)

- 8 to 15 years of strong sales experience in FMCG, with at least 3-5 years in a zonal or regional leadership role.

- Proven track record in handling General Trade, P&L responsibility, and managing large teams.

- Demonstrated success in new product launches, GTM implementation, and trade marketing.

Key Skills:

- Strategic Thinking & Analytical Ability.

- Team Leadership & People Development.

- GTM Strategy & Execution.

- Strong Channel Understanding.

- Agility in Execution & Problem Solving.

- Communication & Stakeholder Management.