Zonal Sales Manager - Paint Industry

Zonal Sales Manager - Paint Industry

Location: Patna or Kolkata

Job Summary:

The Zonal Sales Manager drives sales growth, expands market share, manages channel partners, and leads the sales team across the assigned zone. The role focuses on achieving revenue targets, strengthening distributor and dealer networks, implementing sales strategies, and ensuring excellent customer engagement while maintaining profitability.

Geography covered: Bihar, Jharkhand, Orissa, West Bengal, and Assam

Team Size: Reporting - 5 - 6 ASMs and 15 - 20 Front Line Sales Team

Business to be handled: Rs 40 - 50 Crores.

Key Responsibilities:

Sales & Business Development:

• Achieve zonal sales, volume, and revenue targets.
• Develop and execute sales strategies aligned with company objectives.
• Identify new business opportunities and expand market penetration.
• Increase market share through effective customer acquisition and retention.
• Monitor competitor activities, pricing, and market trends.

Channel Management:

• Develop and manage distributors, dealers, retailers, and institutional customers.
• Strengthen the distribution network for maximum market coverage.
• Ensure optimum product availability and inventory levels.
• Monitor distributor profitability and performance.
• Resolve channel partner issues and maintain strong business relationships.

Team Management:

• Lead, coach, and mentor Area Sales Managers and Sales Officers.
• Set KPIs and sales targets for the team.
• Conduct regular performance reviews and field visits.
• Identify training needs and build sales capabilities.

Customer Relationship Management:

• Build long-term relationships with key customers, architects, contractors, builders, and institutional buyers.
• Ensure high customer satisfaction through timely service and issue resolution.
• Support major project sales and strategic customer negotiations.

Sales Planning & Forecasting:

• Prepare monthly, quarterly, and annual sales plans.
• Forecast demand and coordinate with supply chain and production teams.
• Monitor sales performance through MIS reports and dashboards.
• Drive corrective actions to achieve targets.

Marketing Execution:

• Implement promotional campaigns and trade schemes.
• Coordinate product launches and branding initiatives.
• Ensure effective execution of retail visibility programs.
• Support dealer meets, painter engagement programs, and customer events.

Financial & Commercial Control:

• Monitor receivables and ensure timely collections.
• Control trade expenses within approved budgets.
• Improve profitability through effective pricing and product mix.
• Ensure compliance with company policies and commercial guidelines.

Reporting & Compliance:

• Submit regular sales reports, forecasts, and market intelligence.
• Maintain CRM and sales MIS data accurately.
• Ensure adherence to company policies, ethics, and statutory requirements.

Key Performance Indicators (KPIs):

• Sales revenue achievement
• Volume growth
• Market share increase
• Distributor and dealer expansion
• Collection efficiency (DSO)
• Team productivity
• Customer retention
• Profitability of the assigned zone
• New customer acquisition
• Sales forecast accuracy

Required Qualifications:

• Bachelor's degree in Business Administration, Marketing, Commerce, or a related field.
• MBA in Marketing or Sales is preferred.

Experience:

• 10 - 20 years of sales experience in the paint, coatings, building materials, or allied industry.
• Minimum 5 - 8 years in a leadership role managing multiple territories or a sales zone.
• Strong experience in dealer/distributor management and channel sales.