Zydus Wellness - Area Sales Manager - General Trade

About Zydus Wellness:

Zydus Wellness, an FMCG leader, develops, manufactures, and markets health and wellness products, integrating healthcare, skincare, and nutrition. Founded in 1988 with Sugar Free, India's first zero-calorie sugar replacement, it now manages seven global brands, including Complan, Glucon-D, Everyuth, and Nutralite. The company serves over 50 million families and supports more than 90,000 dairy farmers and 2,000 MSMEs.

With a focus on research, quality, and innovation, Zydus Wellness operates on core pillars of manufacturing integrity and supply chain efficiency. Headquartered in Ahmedabad and Mumbai, it runs four manufacturing facilities across India and eight co-packing facilities in India, Oman, and New Zealand. Listed on the Bombay and National Stock Exchanges, Zydus Wellness is led by Chairman Dr. Sharvil Patel and CEO Tarun Arora, serving customers in over 25 countries across three continents.

Area Sales Manager - General Trade:

• Functional Reporting: Zonal Sales Manager - General Trade
• Administrative Reporting: Zonal Sales Manager - General Trade
• Location: Jabalpur, Pune

Role Purpose:

This position is responsible for achievement of distribution, displays and sales objectives (Primary and Secondary) through effective management of sales officers, Area Sales Executives and other selling and distribution resources within the values and parameters set by the company.

Key Accountabilities/ Responsibilities:

1. Financial:

• Responsible for primary Sales and redistribution.
• Understand and ensure profitable/sustained growth of business and strong orientation to commercial terms, profitability calculations etc.
• Look out for new products/packs from competition and any other competitor activity.
• Continuously gather data on competitor pricing, sales, customers etc and analyse sales data and past trends.

2. Customer:

• Assure protection of Company interests by maintaining close and effective contact with customers, regulatory agencies and vendors.
• Strengthening the distribution network and infrastructure of RDS, C and FA's to increase the width and depth of availability of all Zydus products including new sales channels.
• Responsible for ensuring stocks levels as per company guidelines at distributor points.

3. Process:

• Execution and monitoring market inputs.
• Assure compliance with laws, regulations and policies.
• Manage the Distribution of Zydus Wellness products supported by a team of Sales Officers and Area Sales Executives who cater to the customers in these markets.
• Assure management of the organization in such a way as to produce expected results and fulfil all other accountabilities.
• Assure safety and security of employees, property and corporate information.
• Assure adherence to and pro-actively support of the Company's Quality Charter.

4. People:

• Effective management of Sales Officers and Area Sales Executives for motivation, training and development and productivity enhancement.
• Initiate, Plan and implement development for self and for his/her direct reports.
• Manage and develop his/her territory through a team of FOS, Sales Officers and Area Sales Executive.

Key Deliverables:

• Sales Targets Achievement: Meeting or exceeding sales goals set for the segment, often measured in revenue, volume of orders, or number of new accounts.
• Business Partners Acquisition and Retention: Identifying and acquiring new clients while maintaining and strengthening relationships with existing clients in the industry.
• Market Penetration and Expansion: Expanding the company's presence in the sector by targeting new geographic areas, market segments, or product lines.
• Customer Relationship Management: Building and nurturing strong relationships with key decision-makers and influencers in the sector to drive repeat business and customer loyalty.
• Product Knowledge and Promotion: Demonstrating a deep understanding of the company's products and services, and effectively promoting these to meet the specific needs of the market.
• Order Management and Coordination: Ensuring accurate order processing, timely delivery, and coordination with the logistics and supply chain teams to meet customer expectations.

Educational Qualifications:

• Graduate/MBA Preferred

Experience:

• Minimum 7 years of frontline work experience in retail sales with a record of over delivering on targets consistently.
• Exposure/experience of DMS/SFA.
• Experience in FMCG if from outside of Zydus.

Functional Competencies:

• Good Knowledge and understanding of General Trade Sales.
• Sound Knowledge of Sales Fundamentals.
• Having hands on experience in Sales Force Automation (SFA).
• RDS Management including ROI.

Behavioral Competencies:

• Result Oriented, Analytical Ability, Takes Initiative, Negotiation and Problem Solving, Good written and Oral Communication, Achievement Orientation, Leading others, High Involvement, Coaching Others.