Zone Manager

Main Function:
The Zone Manager (FMCG) is responsible for overseeing sales operations, distribution, and market execution across an assigned geographic zone. The role ensures achievement of sales targets, expansion of distribution networks, effective team management, and strong execution of trade and marketing strategies to drive revenue growth, market share, and brand visibility.
Key Responsibilities
Sales Strategy & Business Growth
Achieve zonal sales targets (monthly, quarterly, and annual).
Develop and execute zone-level sales strategies aligned with company objectives.
Identify growth opportunities across territories and key accounts.
Drive market penetration and expansion of FMCG product portfolio.
Monitor and improve overall zone performance against KPIs.
Team Management & Leadership
Lead, supervise, and support a team of Sales Representatives / Area Sales Executives.
Set individual and team targets and monitor performance regularly.
Conduct field coaching, training, and performance reviews.
Ensure high motivation, discipline, and productivity within the sales team.
Resolve operational and field-level challenges faced by the team.
Distribution & Channel Management
Strengthen distribution network across the zone.
Ensure optimal coverage of retail outlets, wholesalers, and key accounts.
Appoint, evaluate, and manage distributors in coordination with management.
Improve product availability and reduce stock gaps in the market.
Monitor secondary sales and channel performance.
Market Execution & Trade Marketing
Ensure effective execution of trade promotions and marketing campaigns.
Oversee in-store execution, merchandising, and brand visibility standards.
Ensure compliance with planograms, POS materials, and promotional guidelines.
Monitor competitor activities and adjust strategies accordingly.
Drive seasonal and tactical sales initiatives.
Sales Operations & Order Management
Monitor order booking, fulfillment, and delivery performance.
Ensure smooth coordination between sales, logistics, and distribution teams.
Track sales trends and ensure timely corrective actions.
Optimize route planning and field force productivity.
Customer & Distributor Relationship Management
Maintain strong relationships with key distributors and trade partners.
Resolve escalated customer and distributor issues.
Negotiate trade terms within company policies.
Ensure high satisfaction and long-term business continuity.
Reporting & Analytics
Review daily, weekly, and monthly sales reports.
Analyze sales performance, market trends, and competitor activity.
Provide actionable insights to regional and senior management.
Ensure accurate and timely reporting from the field team.
Demonstrated Knowledge, Skills, Experience
BSc degree in Business Administration, Finance, or relevant field
At least five (5) years work experience as a Key Account Manager, Sales Account Manager, or relevant role in FCMG.
Intimate knowledge of down trade and supermarket channels
Strong knowledge of retail and/or wholesale sales principles, methods, practices, and techniques
Team leadership and performance management
Channel and trade marketing execution
Territory and zone planning
Data analysis and sales reporting
Competent in the use of MS Word, Excel, and PowerPoint
Behavioral Competencies
Strong leadership and decision-making
Result-oriented mindset
Strategic thinking
Communication and negotiation skills
Problem-solving ability
Accountability and ownership
Conflict management
Adaptability in dynamic market conditions
Coaching and mentoring ability

Employment type
Open-Ended

Work arrangement
No