Lotte India - Zonal/Regional Sales Manager

Position: Zonal/ Regional Sales Manager

Location: South Zone 2 (Andhra Pradesh & Telangana)

Head Quarter: Hyderabad

Job Type: Permanent

:

• The Zonal Sales Manager is responsible for driving sales growth, market expansion, and profitability across the assigned zone for the confectionery business.
• The role involves leading regional sales teams, strengthening distribution networks, and executing trade and brand strategies in line with company objectives.
• 8-15 years of FMCG sales experience, with at least 3-5 years in a leadership role
• Graduate degree (MBA/PGDM in Sales & Marketing preferred).

Key/ Top Skills:

• Strong expertise in FMCG sales operations, especially confectionery / impulse categories.
• Proven ability in secondary sales growth, volume & value targets.
• Deep understanding of GT, MT, and Institutional channels.
• Expertise in trade promotions, schemes, and discount management.
• Strong pricing, margin, and profitability management.
• Distributor appointment, management, and performance optimization.
• Expansion of numeric & weighted distribution.
• Strong understanding of beat planning, outlet segmentation, and route productivity.
• Experience managing seasonality and demand spikes (festivals, summer peaks).
• Ability to lead, coach, and develop Area Sales Managers / Sales Officers.
• Strong capability in performance management, target setting, and reviews.
• High level of cross-functional coordination (Marketing, Supply Chain, Finance).
• Strong data analysis skills using sales dashboards, MIS, and market reports.
• Forecasting, budgeting, and annual operating plan (AOP) execution.
• Ability to identify market gaps and convert insights into action plans.
• Strong focus on in-store visibility, merchandising, and POS execution.
• Ability to drive new product launches and market activations.
• Ensures strict adherence to company policies and compliance standards.

Responsibilities:

• Drive primary and secondary sales to achieve zonal volume, value, and distribution targets.
• Develop and execute zonal sales strategies aligned with annual business plans.
• Manage and mentor regional sales teams, ensuring high performance and engagement.
• Strengthen distributor relationships and ensure optimal stock availability and market coverage.
• Ensure effective execution of trade marketing initiatives, promotions, and visibility programs.
• Monitor market trends, competitor activities, and consumer behaviour.
• Collaborate with marketing teams on new product launches and campaigns.
• Control budgets, schemes, and expenses to ensure profitability.
• Review performance through regular MIS, field visits, and review meetings.
• Ensure compliance with company policies, ethical standards, and safety norms.