Zonal Sales Manager

Job Summary

The Zonal Sales Manager will be responsible for driving business growth across a defined zone by developing a strong distributor and dealer network, ensuring robust secondary sales, and leading a team of Area Sales Managers (ASMs). The role combines strategic planning, team leadership, and market execution.

Key Responsibilities

1. Channel Appointment & Expansion

• Appoint and develop Distributors and Dealers across the zone
• Identify high-potential markets and plan territory expansion
• Ensure structured onboarding and activation of channel partners

2. Business Development

• Drive primary and secondary sales across the zone
• Ensure continuous product movement through the channel
• Support key dealers/distributors in closing large opportunities

3. Team Management (ASM Leadership)

• Lead, guide, and monitor a team of Area Sales Managers (ASMs)
• Set clear targets, review performance, and ensure accountability
• Conduct regular field visits with ASMs for training and support

4. Sales Planning & Execution

• Prepare zonal sales strategy, forecasts, and execution plans
• Monitor territory-wise performance and take corrective actions
• Ensure achievement of monthly, quarterly, and annual targets

5. Market Development

• Strengthen brand presence and market penetration
• Support product demonstrations, key client meetings, and presentations
• Build relationships with key stakeholders in the zone

6. Coordination & Reporting

• Coordinate with NSM / COO and internal teams
• Ensure timely reporting from ASMs (sales, visits, pipeline, collections)
• Provide market feedback, competition insights, and growth opportunities

Key Requirements

• Proven experience in channel sales and team handling
• Strong ability to appoint and develop distribution networks
• Experience in managing and mentoring field sales teams (ASMs)
• Capability to drive secondary sales and business growth
• Willingness for extensive travel within the zone
• Exposure to electrical / industrial products preferred

Key Performance Indicators (KPIs)

• Number of active distributors and dealers in the zone
• Secondary sales growth and product movement
• ASM team performance and target achievement
• Territory expansion and market coverage
• Lead conversion and key account closures