Job Title:  Zonal Sales Manager (ZSM)
 Department:  Sales
 Industry: FMCG
 Direct Reporting to: Commercial Head
JOB BRIEF:
We are looking for an experienced Zonal Sales Manager (ZSM) from a reputable
organization with a knack for team management who can take ownership of driving
profitable and sustainable growth for our business in the assigned zone and lead
regions to formulate sales strategy.
The ideal candidate will be responsible for the development and enhancement of the
sales strategy/implementation and ensuring the consistent growth of the assigned
regions in line with the company's goals.
SKILLS:
 Team Handling & Motivational Skills
 Customer Handling
 Selling Skills
 Distribution Management
 Numerical Skills
 Commercial Awareness
 Excellent interpersonal skills
 PRINCIPAL RESPONSIBILITIES:
 Make the annual Zonal sales budget, to meet company goals.
 Prepare monthly sales forecast for zones and sub-zones in line with annual sales
forecast
 To be responsible for driving continuous improvement in all aspects of Sales and
specifications in the assigned zone to achieve the business objectives.
 Sales process improvement and infrastructure management
 To give direction to the regional sales managers to achieve their sales and
distribution goals
 Strategize for the achievement of regional sales targets through the zonal team
by breaking down annual targets to half yearly then quarterly and finally monthly.
 Continuously monitoring the achievement of targets by keeping a close check
monthly.
 Target achievement by the regional managers, area manager and their
respective teams.
 Ensure satisfactory resolution of client queries and concerns promptly.
 Communicate product schemes and offers to the regional managers and ensure
their implementation.
 Executing the monthly trade offer plan in line with the annual trade offer plan,
marketing activities, and business environment.
 Ensure product availability at all potential region outlets and ensure efficient &
effective implementation of the availability plan.
 Manage the performance of RSMs of the assigned zone.

 Develop sales forecast, budget and manpower plans.
 Supervises and trains distributors and/or sales force to achieve sales targets.
 Pursue key prospects, negotiate and construct appropriate terms of sales.
 Plan the new customer development in terms of new outlets and implement the
plan.
 Attaining the market share projected for each product line.
 Obtains Market Share by developing market plans and programs for each
product within the assigned regions.
 Influence present and future products by determining and evaluating current and
future market trends
 Maintains research database by identifying and assembling marketing
information.
 Provides marketing information/marketing guidelines to the sales team within a
territory.
 Makes a monthly performance report by analyzing marketing activities and
variances, and initiating corrective actions.
 Manage and Maintain Sales Department staff by training, appraising, counselling,
motivating and developing programs within the zone.
 Review the annual performance and develop annual marketing plans/budget for
all product as a contribution to corporate planning / budgeting.
 Interacts with large customers for product feedback/ market intelligence
 Increase morale in his team during meetings and in batch-wise sessions and
maintain discipline and decorum in his team
 Planning and structuring the business and team
 Increase the morale of people to take on new responsibilities and develop new
managers in his team
REQUIREMENTS:
 Qualification – MBA in Marketing.
 Minimum Experience: 10-12years (At least 8 Years in the Food Industry), Africa
experience will be added advantage
 Good experience working with sales team.
 Budget management experience.
 Proficient in MS Office.

Job Title:  Zonal Sales Manager (ZSM)
 Department:  Sales
 Industry: FMCG
 Direct Reporting to: Commercial Head 
JOB BRIEF: 
We are looking for an experienced Zonal Sales Manager (ZSM) from a reputable
organization with a knack for team management who can take ownership of driving
profitable and sustainable growth for our business in the assigned zone and lead
regions to formulate sales strategy.
The ideal candidate will be responsible for the development and enhancement of the
sales strategy/implementation and ensuring the consistent growth of the assigned
regions in line with the company's goals.
SKILLS:
 Team Handling & Motivational Skills
 Customer Handling
 Selling Skills
 Distribution Management
 Numerical Skills
 Commercial Awareness
 Excellent interpersonal skills
 PRINCIPAL RESPONSIBILITIES:
 Make the annual Zonal sales budget, to meet company goals.
 Prepare monthly sales forecast for zones and sub-zones in line with annual sales
forecast
 To be responsible for driving continuous improvement in all aspects of Sales and
specifications in the assigned zone to achieve the business objectives.
 Sales process improvement and infrastructure management
 To give direction to the regional sales managers to achieve their sales and
distribution goals
 Strategize for the achievement of regional sales targets through the zonal team
by breaking down annual targets to half yearly then quarterly and finally monthly.
 Continuously monitoring the achievement of targets by keeping a close check
monthly.
 Target achievement by the regional managers, area manager and their
respective teams.
 Ensure satisfactory resolution of client queries and concerns promptly.
 Communicate product schemes and offers to the regional managers and ensure
their implementation.
 Executing the monthly trade offer plan in line with the annual trade offer plan,
marketing activities, and business environment.
 Ensure product availability at all potential region outlets and ensure efficient &
effective implementation of the availability plan.
 Manage the performance of RSMs of the assigned zone.

 Develop sales forecast, budget and manpower plans.
 Supervises and trains distributors and/or sales force to achieve sales targets.
 Pursue key prospects, negotiate and construct appropriate terms of sales.
 Plan the new customer development in terms of new outlets and implement the
plan.
 Attaining the market share projected for each product line.
 Obtains Market Share by developing market plans and programs for each
product within the assigned regions.
 Influence present and future products by determining and evaluating current and
future market trends
 Maintains research database by identifying and assembling marketing
information.
 Provides marketing information/marketing guidelines to the sales team within a
territory.
 Makes a monthly performance report by analyzing marketing activities and
variances, and initiating corrective actions.
 Manage and Maintain Sales Department staff by training, appraising, counselling,
motivating and developing programs within the zone.
 Review the annual performance and develop annual marketing plans/budget for
all product as a contribution to corporate planning / budgeting.
 Interacts with large customers for product feedback/ market intelligence
 Increase morale in his team during meetings and in batch-wise sessions and
maintain discipline and decorum in his team
 Planning and structuring the business and team
 Increase the morale of people to take on new responsibilities and develop new
managers in his team
REQUIREMENTS:
 Qualification – MBA in Marketing.
 Minimum Experience: 10-12years (At least 8 Years in the Food Industry), Africa
experience will be added advantage
 Good experience working with sales team.
 Budget management experience.
 Proficient in MS Office.