Website:
a1skconline.com
Job details:
Job Title:Regional / Zonal Sales Manager – General Trade (FMCG)
Location:Tamil Nadu- Madurai, Tirunelveli, Salem and Coimbatore
(Field Role – Extensive Travel Required)
Experience Required:8–15 years in FMCG sales, with at least 3–5 years in a Regional/Zonal leadership role managing General Trade
Job Summary:We are seeking an experienced and result-driven Regional/Zonal Manager – General Trade to lead and drive sales growth across assigned territories. The role involves managing distributors, leading large sales teams, expanding market reach, and ensuring execution excellence across urban and rural markets.
Key Responsibilities:1. Sales & Business Growth- Drive primary and secondary sales targets across the region/zone
- Achieve volume, value, and market share objectives
- Identify new growth opportunities and expand distribution network
2. Distribution Management- Appoint, manage, and develop distributors and super stockists
- Ensure optimal stock availability and inventory control
- Improve numeric and weighted distribution across outlets
3. Team Leadership- Lead, mentor, and manage Area Sales Managers (ASMs), Territory Sales Officers (TSOs), and frontline sales teams
- Set KPIs, monitor performance, and drive productivity
- Build a high-performance, result-oriented team culture
4. Market Execution Excellence- Ensure execution of trade schemes, promotions, and visibility initiatives
- Monitor in-store execution, merchandising, and brand presence
- Implement route-to-market (RTM) strategies effectively
5. Financial & Commercial Control- Manage regional sales budgets, trade spends, and profitability
- Ensure timely collections and credit control
- Optimize ROI on trade schemes and promotions
6. Market Intelligence & Strategy- Analyze competitor activities, pricing, and market trends
- Provide insights for product launches and regional strategies
- Develop localized sales strategies for different markets
7. Stakeholder Management- Collaborate with marketing, supply chain, and finance teams
- Build strong relationships with key distributors and large retailers
Key Performance Indicators (KPIs):- Sales growth (Primary & Secondary)
- Distribution expansion (Numeric & Weighted)
- Market share growth
- Team productivity and retention
- ROI on trade schemes
- Collection efficiency
Qualifications:- Bachelor’s degree (MBA preferred in Sales/Marketing)
- Strong experience in FMCG General Trade (must-have)
- Proven track record of managing large geographies and teams
Key Skills & Competencies:- Strong leadership and team management
- Strategic thinking with execution focus
- Excellent negotiation and influencing skills
- Data-driven decision making
- Deep understanding of GT channel dynamics
- Ability to handle pressure and deliver results
Preferred Industry Experience:- FMCG (Ghee, Dairy, Staples, Personal Care, Packaged Goods)
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