DCGpac.COM
Website:
dcgpac.com
Job details:
Designation: General Manager – Zonal Head
Locations: Mumbai and Gurgaon
Function: Zonal Business & Operations
Reporting to: Director / CEO
Team: Sales/NBD, KAM, Customer Delivery/Service and regional support resources
Role Purpose
The Zonal Head will have end-to-end ownership of DCGpac's business for the entire Zone, with responsibility for profitable revenue growth, new business development, retention and expansion of existing customers, customer satisfaction, service delivery, vendor ecosystem development and overall regional performance.
The incumbent will operate as the business owner for the Zone, bringing Sales, KAM, Customer Delivery, Procurement/Vendor ecosystem and Collections together to deliver sustainable and profitable growth.
Key Responsibilities
1. Revenue & Profitable Growth
Own the regional revenue, PO booking, billing and gross-margin targets. Build a strong NBD pipeline while driving cross-sell/up-sell across DCGpac's Packaging, Warehouse Supplies, CAPEX/Assets, Business Essentials and other solutions. Maintain strong weekly/monthly forecasting and business visibility.
2. Customer Retention & Account Growth
Own retention of regional and national accounts operating within the region. Develop account growth plans, increase wallet share, expand customers into new products/categories/locations and ensure that DCGpac is not excessively dependent on a few large customers.
3. Customer Satisfaction & Relationship Management
Build CXO/senior-level relationships with key customers. Conduct periodic business reviews, proactively identify customer concerns and ensure timely resolution of escalations. The Regional Head should ultimately be accountable for the customer experience in the region.
4. Service & Delivery Excellence
Govern regional Customer Delivery/Service teams to ensure adherence to EDD/CDD, OTIF, quality, POD, complaint resolution and billing closure. Drive RCA/CAPA for recurring failures and coordinate with central functions wherever intervention is required.
5. Vendor Development & Vendor Management
Build a strong regional vendor ecosystem in coordination with the Central Procurement/Category teams. Develop alternate vendors, improve local sourcing capability, conduct vendor visits/audits and continuously improve vendor quality, delivery, responsiveness and commercial competitiveness. Vendor selection/pricing governance should follow DCGpac's central procurement processes.
6. Regional Leadership & P&L Ownership
Build and lead a high-energy, disciplined and accountable regional team. Drive performance reviews, coaching, hiring and productivity. Own regional profitability, collections/DSO, process discipline, CRM adoption and collaboration across Sales, KAM, Delivery, Procurement, Finance and other central functions.
Must have:
- Educational Qualification: MBA in Marketing or a related discipline.
- Experience: Minimum 15+ years of relevant experience in B2B sales, particularly in the sale of packaging, warehousing products, solutions, and related assets to corporate and enterprise customers.
- Team Management: Proven experience in leading and managing a sales team of at least 10 members, with demonstrated capability in achieving business and revenue targets.
- Domain Expertise: Strong domain knowledge and proven experience in packaging solutions, warehousing solutions, dark-store assets, and related products/services is mandatory.
- Geographical Experience: The candidate must have a minimum of 5 years of relevant experience working in the respective zone/market for which the position is being considered, with a strong understanding of the regional business environment and customer landscape.
- Corporate Connect: Should have an established and demonstrable network of corporate and enterprise customers, particularly within the following industries:
- Logistics
- E-commerce
- Quick Commerce
- D2C Brands
- Cosmetics & Beauty
- Food Start-ups and related sectors
- Business Development: Strong track record in developing new business opportunities, managing key corporate relationships, expanding market presence, and driving revenue growth.
- Customer Relationships: Ability to leverage existing corporate relationships and industry networks to generate new business and strengthen long-term customer partnerships.
Interested candidates may apply through LinkedIn or share their profile at Priya.Pasrija@dcgpac.com
Click on Apply to know more.
