Mamaearth - Zonal Sales Manager - General Trade

The Zonal Sales Manager (ZSM) - General Trade will be responsible for driving sales growth, distribution expansion, market share, and profitability across the West Region. The role involves leading a large sales team, strengthening distributor networks, ensuring execution excellence, and delivering business targets in the General Trade channel.

1. Sales & Revenue Growth:

• Deliver primary and secondary sales targets for the West Region.
• Drive volume growth, revenue targets, and market share gains.
• Monitor and analyze sales performance against KPIs and take corrective actions.
• Ensure achievement of monthly, quarterly, and annual business plans.

2. Distribution & Market Expansion:

• Expand numeric and weighted distribution across urban, semi-urban, and rural markets.
• Strengthen distributor network and appoint new distributors where required.
• Ensure effective territory coverage and beat planning.
• Drive outlet addition and penetration across key markets.

3. Team Leadership & Capability Building:

• Lead, coach, and mentor Area Sales Managers and frontline teams.
• Set clear performance objectives and conduct regular performance reviews.
• Identify capability gaps and conduct training interventions.
• Foster a high-performance and result-oriented culture.

4. Channel & Trade Management:

• Develop strong relationships with key distributors and trade partners.
• Ensure adherence to trade schemes, pricing, and company policies.
• Monitor credit control, receivables, and stock health.
• Manage trade promotions and ensure ROI-driven execution.

5. Execution Excellence:

• Ensure effective implementation of sales strategies, schemes, and product launches.
• Drive visibility initiatives and in-store execution standards.
• Conduct regular market visits to ensure ground-level alignment.
• Monitor competitor activities and recommend counter strategies.

6. Forecasting & Planning:

• Prepare demand forecasts and coordinate with supply chain teams.
• Monitor inventory levels and prevent stock-outs or overstocking.
• Provide regular business updates and MIS reports to senior management